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The scenario where a supervisor focuses on evaluation criteria and not the employee during a negative performance review is an example of;
- Separate the people from the problem.
<h3>Principles Negotiation</h3>
The book in all simplicity advocates four fundamental principles of negotiation as follows:
- Separate the people from the problem;
- Focus on interests, not positions;
- Invent options for mutual gain; and
- Insist on objective criteria.
On this note, the principle which matches the description in the task content is; Separate the people from the problem.
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Rita, a salesperson, needs to obtain precall information about a prospect. rita should gain current knowledge about both the prospect as an individual and his or her firm.
<h3>As a salesperson one should be aware of what?</h3>
- As a marketing and strategy specialist, gaining a full awareness of the business procedures and difficulties faced by your prospects will enable you to provide them with the precise, practical solutions they require.
- By gathering this data, you show prospects that you are personally invested in their success. Whether you're prepared to approach a new prospect—a target account—or engaging with an existing customer, your research will pay off.
- It's crucial to recognize your key accounts, or the present clients who have the potential to become your most essential revenue sources.
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