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

question 3

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 Jack should be

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

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Definitions:

Job-order Costing

A cost accounting system that assigns costs to specific production batches or jobs.

Manufacturing Overhead

All manufacturing costs that are not directly associated with the production of goods, including costs related to indirect materials, indirect labor, and other indirect expenses.

Cost of Goods Sold

Represents the direct costs attributable to the production of the goods sold in a company.

Raw Materials

The basic materials that are processed or used in the manufacturing of goods or finished products.