1. LEADERSHIP

2. Salesperson’s Behavior Salesperson Professional maturity Needs Goals Relationship with manager Sales Team Activities Interaction Norms Sentiments Situation Task structure Time pressure External system Leadership Factors in Sales Management Skills Power Styles Empowerment Vision Legitimate Directing Intuition Value Congruence Coercive Coaching Self-understanding Referent Supporting Expert Delegating Sales Manager

3. Leadership Skills Value congruence Self-understanding Intuition Empowerment Vision Leadership skills

4. Four Leadership Styles Directive behavior Supportive behavior Low Low High High Supporting Selling Telling Delegating

5. Situational Leadership: Follower Maturity and Leadership Styles Directive behavior Supportive behavior Low Low High High High competence, high commitment High competence, variable commitment Some competence, low commitment Low competence, high commitment High Follower maturity Low Supporting Selling Telling Delegating

8. Instructions: To find out to what degree you like change, use the following scale in responding to the following eighteen statements. There is no right or wrong answer. Rather, the intent is to help you explore your attitudes toward change. SA = Strongly Agree A = Agree ? = Undecided D = Disagree SD = Strongly Disagree How Change Oriented are You?

9. How Change Oriented are You? 1. I try new ideas and new approaches to problems. SA A ? D SD 2. I take things or situations apart to find out how they work. SA A ? D SD 3. I can be counted on by my friends to find a new use for existing methods. SA A ? D SD 4. Among my friends, I’m usually the first person to try out a new idea. SA A ? D SD 5. I demonstrate originality. SA A ? D SD 6. I like to work on a problem that has caused others great difficulty. SA A ? D SD

10. How Change Oriented are You? 7. I plan on developing contacts with experts in my field located in different companies or departments. SA A ? D SD 8. I plan on budgeting my time and money for the pursuit of novel ideas. SA A ? D SD 9. I make comments at meetings on new ways of doing things. SA A ? D SD 10. If my friends were asked, they would say I’m a wit. SA A ? D SD 11. I seldom stick to the rules or follow protocol. SA A ? D SD 12. I discourage formal meetings to discuss things. SA A ? D SD

11. How Change Oriented are You? 13. I usually support a friend’s suggestion on new ways to do things. SA A ? D SD 14. I probably will not turn down ambiguous job assignments. SA A ? D SD 15. People who depart from the accepted organizational routine should not be punished. SA A ? D SD 16. I hope to be know for the quantity of my work rather than the quality of my work when starting a new project. SA A ? D SD 17. I must be able to find enough variety of experience on my job or I will leave it. SA A ? D SD

12. Scoring: Give yourself the following points for each circled response. SA = 5 points A = 4 points ? = 3 points D = 2 points SD = 1 point How Change Oriented are You? 18. I am going to leave a job that doesn’t challenge me. SA A ? D SD

13. Internal Systems of a Group Activities Norms Interactions Sentiments

16. 1. You should try to sell an idea to the "natural" leaders first. 2. Thoroughly explaining the reasons for a change will invariably turn resistance into cooperation. 3. Getting to know your people well is one of the best ways to obtain control over their resistance to change. Effectiveness in Selling New Ideas or Programs

17. 4. It's usually better to hold a meeting to address the entire sales force about a change that will affect them. 5.You should inform your sales force as far in advance as possible about changes that will affect them. 6.When you propose a program or an idea, you are unlikely to encounter resistance except on the most important issues involved. Effectiveness in Selling New Ideas or Programs

22. Sales Managers’ Rankings of the Causes of Plateauing Among Salespeople Mostly Mostly Salary Commission Overall Men Women Only Only No clear career path 1 1 2 1 4 Not managed adequately 2 2 4 3 1 Bored 3 3 3 2 5 Burned out 4 5 1 5 2 Economic needs met 5 4 7 6 3 Discouraged with company 6 6 5 4 6 Overlooked for promotion 7 7 6 7 8 Lack of ability 8 8 9 8 7 Avoiding risk of management job 9 9 10 10 9 Reluctance to be transferred 10 10 8 9 10

28. Women in Sales: Percentages by Industry Percent of Women Industry In Sales Force Banking 24.7 Business services 30.3 Chemicals 9.1 Communications 34.7 Educational services 50.4 Electronics 19.6 Food products 28.5 Health services 45.1 Insurance 27.4 Miscellaneous manufacturing 17.6 Office equipment 24.1 Printing/publishing 38.9 Retail 20.0 Rubber/plastics 17.7 Transportation equipment 23.9 Wholesale (consumer) 19.5 Average 24.3