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Chapter Code: SDMC15
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Leadership is a process wherein one person influences others to accomplish a mission, task, or an objective. A weak leader heading an organization tends to demotivate others in the organization. Effective leaders, on the other hand, enhance the morale of their subordinates and followers and lead the organization towards success and growth. Thus, effective leadership is not optional but a prerequisite for success of an organization.
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Past experience of the sales manager is also one of the characteristics that influence his leadership behavior.
The leadership styles displayed by various sales managers can be broadly classified into traditional and modern styles of leadership. The traditional leadership styles include autocratic, bureaucratic, consultative, democratic, and laissez-faire leadership. Modern leadership styles include transactional or transformational leadership, and situational leadership. Transactional leadership is based on contingent rewards, management-by-exception and follower's level of experience.
Transformational leadership is characterized by charisma, inspirational motivation, intellectual stimulation, and individualized consideration. The situational leadership model, a widely accepted style of leadership, describes leadership along two dimensions -- task behavior and relationship behavior. Accordingly, the model describes four leadership styles, namely, high task behavior-low relationship behavior, high task behavior-high relationship behavior, low task behavior-high relationship behavior and low task behavior-low relationship behavior.
To be effective as a leader, a sales manager should possess certain soft skills or people-focused skills. These include the skills of delegation, communication, team-building, administrative, and interpersonal skills.
Nature of leadership
Characteristics of an effective leader
Personal Characteristics of the Manager
Needs and Motives
Bases of Power
Past Experience
Leadership Styles of Sales Managers
Traditional Leadership Styles
Modern Leadership
Skills Essential for a Leader
Delegation skills
Communication skills
Team-building skills
Administrative skills
Interpersonal skills
