Chapter 11 Management Skills

Chapter 11 Management Skills

Objectives

Name the three functions of management

Describe the management techniques used by effective managers

Explain how to manage employees properly

Key Terms

top management

middle management

planning

organizing

controlling

remedial action

Marketing Essentials Chapter 11, Section 11.2

Management can be defined simply as getting work done through the effort of others. It is the process of achieving goals through the use of the organization’s resources, such as human resources, technology, and material resources.

management

The business function of planning, organizing, and controlling all available resources to achieve company goals.

Marketing Essentials Chapter 11, Section 11.1

Organization

Top management refers to the people who make decisions that affect the whole company. They include:

• CEO (Chief Executive Officer)

• President

• COO (Chief Operating Officer)

• CFO (Chief Financial Officer)

• Vice President

top management

Managers who make decisions that affect the whole company.

Marketing Essentials Chapter 11, Section 11.1

Organization

Middle management implements the decisions of top management. This level plans how the departments under them can work to reach the top management’s goals.

middle management

Managers who implement the decisions of top management.

Marketing Essentials Chapter 11, Section 11.1

What Managers Do

Managers make decisions in addition to supervising and directing the actions of others. Their decisions affect all employees, therefore communicating and motivating people are among the most important of management skills.

Marketing Essentials Chapter 11, Section 11.2

Basic Management Functions

Marketing Essentials Chapter 11, Section 11.2

All managers perform certain basic functions:

•Planning

•Organizing

•Controlling

Management Functions

Good management planning at any level is:

•Realistic

•Comprehensive

•Flexible

To be effective, a management plan should be a written statement that identifies resources that can be used to meet a given goal.

planning

The process of setting goals and determining how to reach them.

Marketing Essentials Chapter 11, Section 11.2

Management Functions

Organizing involves:

• Assigning responsibility

• Establishing working relationships

• Hiring staff to carry out the work

•Directing the work of employees

organizing

Establishment of a time frame in which to achieve a goal, assigning employees to the project, and determining a method for approaching the work.

Marketing Essentials Chapter 11, Section 11.2

Management Functions

Controlling is the process of comparing what you planned with the actual performance. It involves:

•Setting standards (or expectations)

•Evaluating performance according to those standards (or expectations)

•Solving any problems revealed by the evaluation

controlling

The process of setting standards (or expectations) and evaluating performance.

Marketing Essentials Chapter 11, Section 11.2

Formal Decision Making Process

• PLAN Define the problem

– Identify options available– Gather information on each option– Choose the best option

• EXECUTE Take action

• EVALUATE Assess your results

Always remember

to PEE!

Group Brainstorm

• Discuss with your group the following question:

What defines a good leader (or manager?)

• Record your ideas on the large piece of paper you were given.

• Be prepared to share your team’s ideas with class.

4 minutes

Effective Management Techniques

The most effective management techniques are usually a matter of common sense.

Give clear directions: Even the best employees will be unproductive if they do not know what to do.

Be consistent: If you have decided that a job must be done in a certain way, make sure that all employees follow this standard.

Be ethical: Ethical behavior involves understanding how your actions affect others and striving to make honest and just decisions.

Marketing Essentials Chapter 11, Section 11.2

Effective Management Techniques

Treat employees fairly: Set reasonable standards of performance and apply those standards to everyone. Always listen to others’ points of view and consider acting on them.

Be firm when necessary: Be ready to be firm and direct if a friendly suggestion does not get an employee on the right track.

Set a good example: Doing this one simple thing will make your supervisory job much easier.

Marketing Essentials Chapter 11, Section 11.2

Effective Management Techniques

Delegate responsibility: Some supervisors do too much work themselves. Organize your work responsibilities and try to match each task with the employee who can handle it best. Be sure to take time to teach each employee how to do new tasks.

Foster teamwork in a number of ways:

• Encourage team members to learn how to perform tasks outside of their normal areas.

• Promote honest discussion before decisions are made.

• Listen respectfully to comments and opinions. Marketing Essentials Chapter 11, Section 11.2

Employee Motivation

Motivating employees is a key skill for any manager. Managers should give frequent feedback and handle evaluations each year.

It is important to reward smart work, not busy work. A person who looks busy may not necessarily be getting the work done. To get results, reward results.

A reasonable amount of conformity is necessary in every company in order to maintain standards, but do not let conformity stifle creativity.

Marketing Essentials Chapter 11, Section 11.2

Remedial Action

Whenever a supervisor notices that an employee’s performance or behavior is substandard, it is the supervisor’s responsibility to discuss the matter with the employee. Remedial action can be either preventive discipline or corrective discipline.

remedial action

Using preventive discipline or corrective discipline to encourage appropriate workplace behavior.

Marketing Essentials Chapter 11, Section 11.2

Assessing Employee Performance

Assessment enables a manager to develop better workers and a more efficient and profitable company.

Remedial Action

Preventive discipline focuses on managing employees in a way that prevents behavior that might require directly disciplining an employee. Preventive techniques can include:

• Involving employees in establishing expectations

•Encouraging employees to meet expectations

• Providing training & resources to enable them to be successful

Marketing Essentials Chapter 11, Section 11.2

Remedial Action

Corrective discipline is the next step after preventive discipline. Corrective counseling involves a discussion between the employee and a manager about the problem and what must be done to correct it.

More severe forms include:

• Verbal warnings

• Written warning

• Suspension from duties (or responsibility reallocation

• Firing Marketing Essentials Chapter 11, Section 11.2

SECTION 11.2 REVIEW

1. What are the three basic functions of management?

2. Explain three (of the eight) effective management techniques that we discussed.

3. How do you motivate your team to be productive?

4. How do you handle an employee (or teammate) that is not performing up to the team expectations?

This chapter has helped prepare you to meet the following DECA performance indicators:

• Explain the concept of management

• Identify desirable personality traits important to business

• Analyze employer expectations in the business environment

• Explain the nature of managerial ethics

• Make oral presentations