In the situational theory of leadership, selling behavior refers to the leader engaging in low-task behaviors and high-maintenance behaviors in order to get the members to "buy into" the decisions that have been made.

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In the situational theory of leadership, selling behavior refers to high-task and high-relationship behaviors where leaders not only provide clear instructions but also support and persuade team members to buy into the process.

In the Situational Theory of Leadership, Selling Behavior Refers to the Leader