Provide an overview of Black and Mouton\'s Sales Grid. (a) Discuss its design, s
ID: 111202 • Letter: P
Question
Provide an overview of Black and Mouton's Sales Grid.(a) Discuss its design, structure, value, and use as an evaluation tool.
(b) Discuss how the Sales Grid can serve as a training tool. Provide an overview of Black and Mouton's Sales Grid.
(a) Discuss its design, structure, value, and use as an evaluation tool.
(b) Discuss how the Sales Grid can serve as a training tool. Provide an overview of Black and Mouton's Sales Grid.
(a) Discuss its design, structure, value, and use as an evaluation tool.
(b) Discuss how the Sales Grid can serve as a training tool.
Explanation / Answer
a) to present the overview related to the concept of the sales grid then it is important that first to know it actully what is. so the model for such sales grid can be defined as the style leadership which was developed by robert k black and jane mouton.The optimal leadership style in this model is based on Theory Y.The grid theory has continued to evolve and develop. The theory was updated with two additional leadership styles and with a new element, resilience.
design-
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b) The Managerial or Leadership Grid is used to help managers analyze their own leadership styles through a technique known as grid training. This is done by administering a questionnaire that helps managers identify how they stand with respect to their concern for production and people. The training is aimed at basically helping leaders reach to the ideal state of 9.
The treatment of task orientation and people orientation as two independent dimensions was a major step in leadership studies. Many of the leadership studies conducted in the 1950s at the University of Michigan and the Ohio State University focused on these two dimensions.
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