SCENARIO 8-1 Bill Manages a Group of Sales People Using the Situational

question 61

Multiple Choice

SCENARIO 8-1
Bill manages a group of sales people using the Situational Leadership model.His newest sales representative,Andrea,is willing and eager to sell,but she is inexperienced and doesn't really know what she is supposed to do.Another new sales representative,Jack,has sales experience.He is excited about this new opportunity,is very familiar with the product line,and knows the sales territory fairly well.As one of Bill's experienced long-time sales representatives,Carol knows the product line very well,but personal matters are weighing heavily on her and negatively affecting her work.Unfortunately,Bill had to hire the boss's son a few weeks ago.The young man doesn't have any experience and isn't interested in either the products or sales.He is there just to collect his pay and socialize with other employees.

-Referring to SCENARIO 8-1,according to Hersey and Blanchard's Situational Leadership theory,Bill's leadership style with Carol should be

• A)telling.
• B)delegating.
• C)filtering.
• D)participating.
• E)selling.

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Definitions:

Indifference Curves

A graphical representation of different bundles of goods between which a consumer is indifferent, showcasing preferences and trade-offs.

Complements

Products or services that are used together, where the use of one increases the value or demand of the other.

Budget Lines

A graphical representation of all possible combinations of goods that can be purchased with a given budget at set prices.

Budget Line

An illustrative chart depicting every feasible mix of two products that someone can buy, considering their financial resources and the items' pricing.