WEBVTT

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Strategy: Return to the target of the
question / Create a probe from the job task.

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Job Task: Involve others in setting
realistic, challenging sales goals.

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Question: Tell me about a time when
you were able to get another person

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committed to an important work goal?

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Tell me about a time when you
were able to get another person

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committed to an important work goal?

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Well, the only time I really worked as a sales
manager was when I did direct marketing.

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We would sell off-brand cologne and
perfume to people in parking lots,

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sports events and things like that.

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I mean we would just walk right up
to people, show them the product,

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and make the sale for cash.

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My job was to recruit and train
my own group every week.

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Then on Fridays we would go out-of-town
to where the crowds were and

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sell like crazy, you know.

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I guess, the goal setting began in
training where I helped recruits define

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their vision for success and relate
it to tangible product sales.

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It wasn't unusual for a new rep to
make several hundred dollars a day.

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That helped with commitment, but the real
commitment came when I got them out-of-town,

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where they had to pay their own expenses.
They had to work to get home!