Question

Sales managers may learn a lot about their organization and salespeople simply by spending time observing activities in the office or in the field and talking with the people involved. To maximize their own learning while simultaneously providing leadership, which power bases would be especially important? Please discuss it. Try and limit your comments to 75 words

Answer 1

As per my experience, expert,referent and legitimate power is important factor.

1. Expert power can be increased by the sales manager observing individuals and making sure they have fresh experience in the field. The manager will increase their learning, but be able to assist others when necessary and provide support as the same time.

2. Referent power can be useful when working with others especially the sales force. The sales manager must be able to use their ability to appeal to other in order to build relationships and have the sales force feel comfortable with them observing their work.

3. Legitimate power should be there in sales manager because that shows that they have the authority to observe activities performed by the sales force and to participate in work in the field. Having legitimate power sets the ground that the sales manager is performing one of the functions of their job by performing these task which will enable him to continuously learn and being an effective leader simultaneously.