Leadership in sales management is particularly important when:
A)The salesperson's job is complex and ambiguous.
B)Sales methods are routine.
C)Canned presentations are substituted for problem-solving selling.
D)Emphasis is placed on transactional sales.

Question

Quizplus · Accepted Answer

When the salesperson's job is complex and ambiguous, it is important for a sales manager to provide strong leadership to ensure that the salesperson has the guidance and support they need to be successful. In this situation, a leader can provide clarity, direction, and motivation, which are all important elements of effective sales management. When sales methods are routine, canned presentations are used, or the focus is on transactional sales, leadership is still important but may be less critical than in situations where the job is more complex and ambiguous.

Leadership in Sales Management Is Particularly Important When