Oversees

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As a sales manager for HighRising Company, Rocky Foster oversees 15 sales reps. Foster is an outstanding transactional leader, but he is hopelessly ineffective as a transformational leader. Is this a problem? Why, or why not? What recommendation, if any, would you make to the Vice President of Sales?

 

 

Spiro, R. L., Rich, G. A., & Stanton, W. J. (2008). Management of a sales force (12th ed., Pg. 320-322). New York: McGraw-Hill/Irwin.