Question

question 14

a sales team is struggling to meet its monthly sales goals. the sales manager, mr. smith, is a transactional leader.

which of the following approaches would best represent his transactional leadership style?

• mr. smith should establish clear and achievable sales goals for each team member to boost confidence.
• mr. smith should create a more positive and supportive work environment by providing regular feedback and encouragement to his team members.
• mr. smith should provide team members with more autonomy and flexibility in their work, allowing them to pursue their own sales strategies.
• mr. smith should implement a new sales commission structure that rewards team members for exceeding their individual sales goals.

Explanation:

Define transactional leadership

The core of Leadership Styles involves understanding how different leaders motivate and guide their followers. Transactional leadership is built on a system of exchanges or "transactions" between the leader and team members. It relies on clear structures, goal-setting, and contingent rewards or punishments to drive performance.

Analyze the given options

• Option 1: Establishing clear goals to boost confidence leans toward path-goal theory or supportive leadership, focusing on psychological confidence rather than a direct transactional exchange.
• Option 2: Creating a supportive environment with encouragement is characteristic of transformational or people-oriented leadership.
• Option 3: Providing autonomy and flexibility aligns with laissez-faire leadership or highly decentralized empowerment.
• Option 4: Implementing a new sales commission structure that rewards exceeding goals is a classic contingent reward system, which is the hallmark of transactional leadership.

Answer:

• (A) Mr. Smith should establish clear and achievable sales goals for each team member to boost confidence.
• (B) Mr. Smith should create a more positive and supportive work environment by providing regular feedback and encouragement to his team members.
• (C) Mr. Smith should provide team members with more autonomy and flexibility in their work, allowing them to pursue their own sales strategies.
• (D) Mr. Smith should implement a new sales commission structure that rewards team members for exceeding their individual sales goals. (Correct answer)