Taken Together, the Ohio State and University of Michigan Studies

Taken together, the Ohio State and University of Michigan studies suggest that four leadership styles may be effective for sales managers in varying situations. Specifically, a low considerate/employee oriented and high structure/production oriented leadership style is appropriate when:

A) if the sales force consists of individuals who are socially mature and highly cohesive, but who do not understand or identify with the task at hand, such as learning new technological skills that will augment their selling efforts
B) if the sales force consists of highly motivated individuals who are dedicated to the task at hand but require social support from superiors. this leadership style may be effective in influencing and managing experienced, high-performing salespeople who tend to compete with one another
C) if the sales force requires social support from superiors, is not cohesive, and lacks a strong identity with the task at hand. this leadership is especially conducive when sales managers need to influence newly hired, inexperienced sales trainees
D) the sales force consists of highly motivated and experienced individuals who are socially mature and doing work they know and enjoy