Which style in situational leadership balances high concern for both tasks and people, with moderate readiness?

• A. Telling
• B. Selling
• C. Participating
• D. Delegating

Answer: (B)

In situational leadership, the style that balances directing tasks with supporting people when followers are moderately ready is the selling approach. This style matches a scenario where people can do the task but still need motivation, guidance, and encouragement. It combines clear task direction with coaching and relationship-building, helping followers understand what to do and why, while also building their confidence and commitment. The other approaches lean more toward either task focus with little relationship (telling), strong relationship with less emphasis on task (participating), or low emphasis on both task and relationship (delegating), which doesn’t fit the needs of someone who is moderately ready.