Refer to the Developing Your Competencies heading starting on page 55 in the text. Refer to #5 Self-Management (p. 57). Read the scenario about the H.R. Chally Group. For additional information, visit www.chally.com.
a) Assess yourself on the four self-management dimensions (closing, consultative, relationship, and display dimensions) described in the scenario. How do you rate on these dimensions?
b) Give two examples of sales positions that would rate high on each of the dimensions.
c) How important are each of these dimensions in a transactional account relationship?