University of Central Florida (UCF) MAR4418 Strategic Sales Force Management Exam 2 Practice

In the early stages of training a new and inexperienced sales representative, adopting a transactional leadership approach is advantageous because it emphasizes clear expectations, structured guidance, and reward-based motivation. This style focuses on the day-to-day operations and short-term tasks, which are critical when a sales rep is still learning the ropes.

Transactional leadership provides a framework where the sales manager outlines specific objectives, procedures, and performance metrics. By doing this, the new rep gains a clear understanding of what is expected and how their performance will be evaluated. This is particularly important for inexperienced salespeople who may need direct instructions and feedback to build their confidence and skills.

Additionally, the use of rewards for meeting targets reinforces positive behavior and motivates the new rep to strive for success in a structured environment. As they become more familiar with their role and develop their skills, the sales manager can then consider incorporating elements of other leadership styles, potentially transitioning to a more collaborative or supportive approach as the representative becomes more experienced and independent in their selling capabilities.