TARLAC STATE UNIVERSITY
COLLEGE OF BUSINESS AND ACCOUNTANCY
MARKETING MANAGEMENT DEPARTMENT
SALES MANAGEMENT (MKM 3)
ANSWER THE FOLLOWING COMPREHENSIVELY.
Integrate your answers with any appropriate theoretical framework/marketing concept. Answers must be based on pure evidences and not by merely opinions. You can draw or illustrate to support a concept. Make sure you write legibly and avoid erasures. Cite your references on your theories.
1. Traditionally, managers controlled a business and were promoted on the basis of technical rather than interpersonal skills. As the pace of change began to move more swiftly in business, the idea of leadership versus management came to prominence. Businesses looked to people who could see a way forward in uncertain times, people who would inspire others and gain respect. It is now accepted that a business will not survive if it is operated by leaders or managers alone. The skills of management and leadership combined are needed to grow a business.
TAKE A POSITION: Management skills: The skills required to manage people and resources to deliver a product or service VERSUS Leadership skills: The skills required to engage with people and persuade them to 'buy-in' to a vision or goal.