a person is assigned the role of Kelsey, who has also developed her own list of questions. The two sales managers need to convince her that their questions should be used. Caselets Caselet 3.1: The Natural Ty Hanson was completing his third year working for Jackson Kramer Clothing. Things had really fallen in line for him since joining the company. During his first year, he was among the top five rookie salespeople. For each of the last two years, his high sales levels were rewarded with a trip to the President's Club meeting in Hawaii. His outgoing personality served him well, as he found that he actually enjoyed making cold calls and making new contacts. He had found his groove. Reflecting about his time in school, Ty described himself a bit of a goof-off. He always enjoyed himself and never worried too much about his studies, as long as his work was "good enough" to get by. He could rally to pass tests and get decent grades when he wanted. His friends enjoyed his jovial, outgoing, and laid-back style. Ty was always fun to be around. He thought it was personality that helped him land his job. Ty's achievements at the company had not gone unnoticed. He nearly always met or surpassed his sales, profitability, and customer service goals. In addition, he had enjoyed his training and leadership development experiences with the company. People often told him he was a natural leader. Not surprisingly, his manager Kay Kimble had encouraged him to consider a new sales management position that was opening. During a past meeting, Kay called Ty in and was helping him to prepare for his interviews with some additional sales executives. "Ty, you've done the training and are showing good prospects for being a terrific salesman," she said. If you are interested in becoming a leader at JK, you need to have some idea about how you'll get there. So when they ask you, in your interview, about your style of leadership, what will you tell them?" Ty thought a moment and then commented: "Style of leadership? Hmmm, I've never thought much about it. I've just done things." As Ty left the office, Kay offered the following comment and suggestion, "If you don't think about your leadership style, how can company management get a handle on what it is? Why don't you take some time and think about it?" Put yourself in Ty's position. Based on what you know about different leadership pproaches, how would you describe your leadership style? 2. Love It or Hate It?a person is assigned the role of Kelsey, who has also developed her own list of questions. The two sales managers need to convince her that their questions should be used. Caselets Caselet 3.1: The Natural Ty Hanson was completing his third year working for Jackson Kramer Clothing. Things had really fallen in line for him since joining the company. During his first year, he was among the top five rookie salespeople. For each of the last two years, his high sales levels were rewarded with a trip to the President's Club meeting in Hawaii. His outgoing personality served him well, as he found that he actually enjoyed making cold calls and making new contacts. He had found his groove. Reflecting about his time in school, Ty described himself a bit of a goof-off. He always enjoyed himself and never worried too much about his studies, as long as his work was "good enough" to get by. He could rally to pass tests and get decent grades when he wanted. His friends enjoyed his jovial, outgoing, and laid-back style. Ty was always fun to be around. He thought it was personality that helped him land his job. Ty's achievements at the company had not gone unnoticed. He nearly always met or surpassed his sales, profitability, and customer service goals. In addition, he had enjoyed his training and leadership development experiences with the company. People often told him he was a natural leader. Not surprisingly, his manager Kay Kimble had encouraged him to consider a new sales management position that was opening. During a past meeting, Kay called Ty in and was helping him to prepare for his interviews with some additional sales executives. "Ty, you've done the training and are showing good prospects for being a terrific salesman," she said. If you are interested in becoming a leader at JK, you need to have some idea about how you'll get there. So when they ask you, in your interview, about your style of leadership, what will you tell them?" Ty thought a moment and then commented: "Style of leadership? Hmmm, I've never thought much about it. I've just done things." As Ty left the office, Kay offered the following comment and suggestion, "If you don't think about your leadership style, how can company management get a handle on what it is? Why don't you take some time and think about it?" Put yourself in Ty's position. Based on what you know about different leadership pproaches, how would you describe your leadership style? 2. Love It or Hate It
