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:

Unfunded Promises

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Economic Theory

A set of principles and frameworks that aim to explain and predict the behaviors of individuals, firms, and governments in an economy.

Social Security

A government program that provides financial assistance to people with inadequate or no income, especially the elderly, disabled, and unemployed.

Medicare Programs

Government-funded health insurance schemes in the United States primarily for people aged 65 and older, as well as for some younger individuals with disabilities.