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Functions of a First Line Managers

Imran Suleman

F1

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Motivation

The force within us that activates our behavior.It is a function of three distinct components,Intensity, Direction, and Persistence.

Intensity PersistenceDirection

Motivation

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Motivation - Intensity

Intensity refers to the amount of mental andphysical effort put forth by the salesperson.

PersistenceDirection

Motivation

Intensity

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Motivation - Direction

The extent to which an individual determinesand chooses efforts focused on a particulargoal.

Intensity PersistenceDirection

Motivation

It Doesnt really matter how fast you are going if you are going

in the wrong direction

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Motivation - Persistence

The extent to which the goal-directed effort isput forth over time.

Intensity PersistenceDirection

Motivation

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We think we see the world as it is, when in fact we see the world as we are

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Accountability LadderLearn & Move On

Act Appropriately

Own UpAcknowledge Reality

Wait & Hope

I Cant & ExcusesBlame Others

Unconscious/UnawarePowerless

Po

werful

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Personality types

Motivation should also take into accountdifferent personality types:

Task-oriented;

Self-oriented;

Interaction-oriented.

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Personality types

Task-oriented.

The motivation for doing the work is the workitself;

Self-oriented. The work is a means to an end which is the

achievement of individual goals - e.g. to getrich, to play tennis, to travel etc.;

Interaction-oriented

The principal motivation is the presence andactions of co-workers. People go to work

because they like to go to work.

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Situational Leadership-A Balanceof Competencies and Character

Envision(the future)

Exhibit(Values)

Energize(followers)

Encourage(effort)

Empower(the team)

Enable(performance)

Enlist(others)

Confident

&Humble

Optimistic

&Realistic

Candid

&Compassionate

Intuitive

&Analytical

Deliberate

&Decisive

Principled

&Pragmatic

Aggressive

&Patient

Situational Requirements

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INTEGRATED

DISTRICTMANAGEMENT

MANAGEMENT SKILLS

BUSINESS MANAGEMENT

DEVELOP

MENTOF

HUMAN

RE

SOURCES

TEAMLEADERSHIP

PlanWork

Fix Objectives Carry outFollow-up

Take Decision &Resolve problems

Communicate

Exercise Authority

Select & Classify

Doctors

Fix Territories &

Itineraries

Analyze Socio-economic

development

EvaluateSPOs

Motivate

Use Power

To have Influence

Get Co-operation

Give Orders &Instructions

Maintain Positive

Discipline

Investigate the

Market

TrainSPOs

SelectPersonnel

Functions of District Field Manager

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4/19/2012 12:16 AM Page 14Imran Suleman - CustomerSatisfaction