SOLVED

21) 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 bea. selling. b. telling. c. participating. d. delegating. e. managing. 22) 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 bea. delegating. b. selling. c. telling. d. participating. e. managing. 23) 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 bea. telling. b. delegating. c. filtering. d. participating. e. selling. 24) 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 bea. telling. b. managing. c. participating. d. delegating. e. selling. 25) Using the Fiedler contingency model, a leader who uses ________ influences variables such as hiring, firing, and promotions. a. position power b. empathy c. consideration d. employee orientation e. company policy 26) According to the Fiedler contingency model, a leader who focuses on procedures is using the contingency dimension of a. position power. b. relationship building. c. task structure. d. production orientation. e. consideration. 27) Predicting leadership success is complex and should take into consideration the a. personality of the leader. b. ability to create a vision for the company. c. situational factors. d. specific behaviours of leaders. e. characteristics of the organization. 28) Situational or contingency theories of leadership consider a. the leader’s ability to empower people. b. the leader’s legitimate power position. c. the quality of leader-member relations. d. the leader’s personality characteristics. e. the leader’s day to day management skills. 29) ________ is a contingency dimension included in Fiedler’s contingency model of leadership. a. Leader participation b. Position power c. The servant leader focus d. The skills of the followers e. A futuristic focus 30) Taylor always seems to perform best in situations where she is in complete control. According to Fiedler’s contingency model of leadership, she is a ________ leader. a. relationship-oriented b. production-oriented c. employee-oriented d. team-building e. task-oriented