Sales Chapter 10 Exam 2

grit

perseverance and passion for long-term goals

fixed mindset

belief that intelligence, character, and creativity are unchaging

growth mindset

belief that abilities can improve through effort, practice, and learning

self control is short term, grit is long term

Self control is different than grit because

10000 hour rule

idea that extensive, specialized practice is needed for world class performance

imposter syndrome

self doubt about your abilities or achievements

fear

automatic response to a perceived threat that affects behavior

task peformance

ability to perform the required work

social performance

how someone perceives and interacts with others

confidence

__ improves task and social performance

emotional intelligence

ability to recognize and understand emotions in yourself and others

cognitive intelligence

ability to learn; relatively fixed from adolescence

EQ, IQ

can be learned and improved; can not

self awareness

recognizing your own emotions

self management

using awareness of emotions to guide behavior

social awareness

recognizing and understanding other’s emotions

relationship management

building rapport and maintaining meaningful relationships

emotional contagion

when one person’s emotions trigger similar emotions in others

prioritize and plan

two p’s of time management

80% of results come form 20% of causes

pareto principle

do, decide, delegate, delete

Eisenhower’s decision matrix

important and urgent

Do

important but not urgent

Decide

not important but urgent

Delegate

not important or urgent

delete