In many organizations,sales managers develop company-wide sales forecasts by asking members of the sales force to decide how much growth they anticipate in their individual sales territories. Sales managers then take the input from the individual salespeople and create company-wide sales forecasts based on the information supplied by their subordinates. In the normative decision model,which decision-making style would this be an example of?

Question

Quizplus · Accepted Answer

This is an example of a consultative decision-making style, as the sales managers are seeking input and advice from their subordinates before making a final decision on company-wide sales forecasts. The final decision is still made by the sales managers, but they are taking into account the opinions and insights of their salespeople.

In Many Organizations,sales Managers Develop Company-Wide Sales Forecasts by Asking