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 highly considerate/employee oriented and highly structured/production oriented leadership style is appropriate 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.

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The Ohio State and University of Michigan studies identified leadership styles that balance consideration (employee-oriented) and initiating structure (task-oriented), which can be effective in different situations, such as when managing inexperienced sales trainees who need both support and direction.

Taken Together, the Ohio State and University of Michigan Studies