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

question 34

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 Andrea should be

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

---

Definitions:

Oral Sex

Sexual activity involving the stimulation of the genitalia by the use of the mouth, lips, or tongue.

Intangibility

A characteristic of services that means they cannot be seen, touched, or made tangible in the same way physical products can be.

Consumers

Individuals or groups who purchase products or services for personal use rather than for manufacturing or resale.

Evaluate

The act of judging the value or condition of something in a careful and thoughtful way, typically for decision-making purposes.