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

question 6

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,unfortunately Bill can't fire the boss's son,so according to Hersey and Blanchard's Situational Leadership theory,Bill's leadership style with the young man should be

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

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Definitions:

Common Stock Dividend

A portion of a company's earnings distributed to common shareholders, typically in the form of cash or additional shares.

Retained Earnings

The portion of a company's profit that is held or retained and saved for future use, reinvestment in the business, or to pay debt, rather than being paid out as dividends.

Additional Paid-In Capital

The excess amount paid by investors over the par value of shares, reflecting the additional capital contributed to a corporation.

Accumulated Comprehensive Income

The total of all net income and other comprehensive income items that have been accumulated over the life of a company.