According to Hersey's Model, what behavior is characterized as "selling"?

In Hersey's Model of Situational Leadership, the term "selling" refers to a leadership approach where the leader provides direction while also explaining the reasons behind decisions and persuading their team members. This method is essential when team members may have the capability to perform tasks but could benefit from additional encouragement and support to build their confidence.

By engaging in selling behavior, the leader ensures that the delegatee not only understands what needs to be done but also appreciates the rationale behind the task. This approach fosters a collaborative atmosphere and facilitates learning, as the delegatee is encouraged to ask questions and express concerns, creating a two-way communication channel.

In contrast, the other responses reflect less engaging or supportive styles of leadership. For instance, ignoring questions from the delegatee does not promote understanding or trust, while offering a directive without explanation lacks the engagement necessary for the delegatee to feel involved. Similarly, assigning tasks with minimal engagement does not allow for the development of the delegatee’s skills through dialogue or persuasion. Thus, the behavior described as "selling" encapsulates the essential elements of support and guidance, making it the correct choice.