Business Finance Homework Help

The concept of “unconscious bias” was introduced at the beginning of the chapter. Thomas Lynch, a self-described introvert, experienced this bias during his early years at SAP America. As a sales support executive at this maker of business-applications software, he was very successful. Customers were comfortable with his reflective communication style. He was a good listener and was able to discover client needs with appropriate questions. Despite his excellent sales record, he was passed over for leadership roles because of his quiet personality. He was viewed as someone who lacked drive and ambition. Lynch decided to hire a career and leadership coach who would help him make his strengths clearer to others.

• What steps can Thomas Lynch take to convince others that he can be successful in a senior executive position?
• What are the best qualities tied to his reflective communication style?
• What are some risks Thomas will face if he suddenly develops the behavior of a backslapping extrovert?