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【正文】 g problems into guided learning experiences Do not impose your solution on the coacheeGROWFollow the train of thought of the coachee Pay attention to the answers Questions must be spontaneousShow real interest in the case of the coacheeUnderstand, Summarise and take notesDon’t try to solve all the problems in one sessionGROWGROW Some hints for asking the right questions (2)GROW: Goal Setting: What type of Goal?LongTerm Goals / Visionary Goals 1. Characteristic: they are really big and ambitious, .: ? bee the market leader (corporate level), ? bee Chief Rep. (personal level), ? winning a gold medal. 2. Characteristic: External factors may be crucial: for achieving them factors matter, which you CANNOT control, .:? performance of petitors / corporate level? helpful relations of petitors for the Chief Rep. Position / personal levelA longterm goal is desirable: Having one is motivating. It can be the inspiration for our midterm / performance related goals.Types of Goals: LongTerm and MidTerm (1)GROWGROW: Goal Setting: What type of Goal?Midterm Goals / Performance Goals 1. Characteristic: they are smaller and easier to achieve, . :? within 6 months, 95% of our products will pass the quality test? our group sells 10,000 more packages of medicine X by next month? I will run 1,000 meters in 3 minutes by next February. 2. Characteristic: These goals CAN be influenced / controlled by us. They are measurable and we can help that they are met, .: ? improve quality control circles? improve marketing activities / employ more sales personnel? trainingA midterm / performance related goal is necessary: to do your work and to bring us closer to the longterm goalTypes of Goals: LongTerm and MidTerm (2)GROWGROW: Goal Setting: How to set a Goal?SMART stands for: S SpecificM MeasurableA AchievableR RealisticT TimeboundHow to set a Goal? Be SMART!GROWGROW: Goal Setting: SMART questions to help the coachee set a GoalREMEMBER: Coaching is done to help the coachee help him/herself to solve a problem. THEY should solve the problem, not YOU. Do not impose your solution on the coachee.Some goals may have to be adjusted or changed, if the next step, the reality check shows that the goal is not realistic or solvable!GROWGROW: Reality Check A: “I have a longstanding problem.” B: “What have you done so far?” Raising awarenessWhy this step?GROWGROW: Reality Check: Questions to help the coachee check reality Generally speaking in this phase of coaching questions like ? What? Who? Where?? When? How much? will be dominant. Some examples:REMEMBER: Coaching is done to help the coachee help him/herself to solve a problem. THEY should solve the p
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