In many organizations, sales managers develop companywide 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 the companywide sales forecasts based on this information. In the normative decision model, this would be an example of a(n)______ decision-making style.

Question

Quizplus · Accepted Answer

With consultative decisions, leaders share the problems with subordinates but still make the decision themselves.

In Many Organizations, Sales Managers Develop Companywide Sales Forecasts by Asking