Sales Force Management
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1. A petroleum firm with a sales force of 300 people planned to sell its fleet of company-owned automobiles and have the salespeople use their own cars instead. What problems are involved in this change? What actions should the petroleum firm take to address them? 200 word
2. As a sales manager for HighRising Company, Rocky Foster oversees 15 sales reps. Foster is an outstanding transactional leader, but he is hopelessly ineffective as a transformational leader. Is this a problem? Why, or why not? What recommendation, if any, would you make to the Vice President of Sales? 200 word
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Solution Summary
This is a solution answers leadership questions in two unique cases. It provides a 505 word response that explains how unique leadership styles can be effective in different situations. It also covers in brief the difference between transactional and transformational leadership.
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A petroleum firm with a sales force of 300 people planned to sell its fleet of company-owned automobiles and have the salespeople use their own cars instead. What problems are involved in this change? What actions should the petroleum firm take to address them?
The decision for the company to sell their fleet of cars could be very cost effective on the surface, but it may not be as effective in costs as might be thought. First off, while the company would save on maintenance and repairs, there will no doubt be expenses in fuel and upkeep on employee's vehicles, once they start driving their own. This is not a big deal since the employees could be reimbursed for mileage and upkeep on a pre-determined basis. The main problem ...
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