One of the hypotheses he tested was that the sales managers' own behaviours provide a set of standards which, in themselves, will affect the behaviour of their salespeople.
Likert
Likert’s research also compared two alternative styles used by sales managers. They were group method and…
Monopolist
How many leadership styles are mentioned?
6
What are 2 of the 4 stages of learning a skill
Unconsciously unable, consciously unable
Mention some qualities of a leader
yes
Which theory says that salesperson should earn more if they do more work?
Adam's Theory
What are the 3 concepts of vroom's theory?
Expectations, instrumentality, and valence
Mention 2 Benefits of training
Improved motivation, Enhanced skill levels