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Coming together is a beginning

Keeping together is a progress

Working together is a SUCCES

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Today, in the world of modern organizations,the sovereign element

is knowledge,whose carrier is human being.

The human element is the main factor of growth.

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HUMAN RELATIONS IN THE

WORKING ENVIRONMENT

These are the total relations which are being growed in the businessfield.The typical element which differentiate human relations in the

working field from human relations in any other social field,is that

these relations are being growed in association with the work, and

they have direct effect on organizations productivity.

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WORK CLIMATE

These are the conditions which are being created into each organizationas a result of the human behavior which is being growed in the

organization.The work climate is always related to the work and is

identified with it.The behavior which is being growed into the

organizations,may causes problems and inhibitions in general operationand performance of the organization.

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Each human being has a potential within him,which, under appropriate

conditions can be totally developed.Such a self-realization of the

individual is a profit not only for itself but for its environment as well,and,certainly,for the organization into which it is employed.

Human being needs to activate his whole potential with the purpose of

his completion .Besides,he needs to understand and to be understood,

to succeed and, through success,to enjoy the psychological development,

elements which are being considered as strong motivating factors.Good working conditions (and good working relations as well),are

being considered as a predictable right and not as a motivation to success

and satisfaction.

WORK CLIMATE

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AREA MANAGER: THE KEY PERSON

The idea that Area Manager is a specialist in the matters of human

relations is coming from the fact that Administration looks to the Area

Manager for this mission and uses him as a specialist in the matters of

human relations,because he is able, more than any other member of theAdministration Team,to take care for the human side of the various

operations,while, at the same time, he is managing their technical side.

Of course,as human relations flow from the Area Managers personality,

in a high percentage, each Area Manager must combinates a lot ofcharateristics,as knowledge,skills,experience,etc.

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Area Managers with high grade performance:

Are human oriented

They consider their job in relation to the people,more than in relationwith the job itself, partited from the human element.

They consider their mission as an obligation to their reps support,

so that they will perform their work with bigger efficiency.

They are doing a general and not detailing control to their reps,trying tounderstand them as human bein s.

AREA MANAGER: THE KEY PERSON

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LEADERSHIP

Leadership is the ability,which a man has,to motivate other people to

follow him and to dowith their will

whatever the leader wishes themto do.

Each Area Manager who has administrative responsibilities,must be,first

of all,a good leader.Leadership is the most important qualitative

charateristic of Administration,and,the form of leadership which isadopted by a manager,specifies the level of effectiveness of his

Management.A good manager is,first of all,a good leader.

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FEATURES AND PROPERTIES OF A LEADER

1.High feeling of his mission.This charateristic includes:

a.Faith to the ability of leading peopleb.Affection to his job

c.Dedication of himself to the service of the Companys profits,and

through them to the service of his own profits.

2.Self-denial.This means that the leader:a.Must always have the will to go ahead endangering his personal

profits,and,

b.To have the ability to endure psychic and bodily fatigue,which are

caused by the execution of his mission.

LEADERSHIP

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3.Majority of character. It has the meaning that a succesfull leader must:

a.Be honest against himself and against the othersb.Face the difficult problems and bad situations with courage

c.Not be afraid of the others critique to his mistakes,and

d.To be visible for his honesty and his accountability

4.Knowledge of the job.

It has been proven that the one who knows the procedure of the job which

he supervises,has one from the basic preconditions needed for an efficient

administration.

LEADERSHIP

FEATURES AND PROPERTIES OF A LEADER

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5.Correct thinking. The factor of the correct thinking,consists-mainly-

of the following properties:

a.Common intelligence

b.Ability to detect important things among incosiderable things

c.Politeness,and

d.Ability to foresee future developments and make plans to face them

so to ensure favorable results for the Company.6.Activity.

Leadership to any level means hard work,often from morning to evening.

So,leadership action leaves not much time for rest or remotion from

problems.According to this point of view,good health,balanced nervoussystem and limitless activity,make hard work easily.

LEADERSHIP

FEATURES AND PROPERTIES OF A LEADER

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7.Brain Power.That means that the leader must have:a.Analytic ability

b.The ability to detect big problems on time and face them properly

c.A communicative ability,in order to transmit his ideas,to motivate

the others to follow him and realize that the others communicate

with him.

LEADERSHIP

FEATURES AND PROPERTIES OF A LEADER

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8.Social matureness and broadness of thinking and behavior.

It means that as the leader usually develops a large set of interests andactivities,he must:

a.Be sentimentally mature,so to avoid breaking his heart from

eventual failures,not talk big for his success,and

b.Be visible for his high grade of resistance to disappointments,andfor his low grade of antisocial attitude as well,e.g. enmity against the

others,etc.

LEADERSHIP

FEATURES AND PROPERTIES OF A LEADER

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The successful manager cannot be described neither as a hard leader,

nor as a reasonable one.Instead of this,the successful manager is the one who has a high grade

of adaptability after an exact estimation of the factors that allocate

which must be the most suitable type of behavior to each specific case

being in position to express it accordingly.

Each manager,more or less,achieves the type and level of performance,

that deserves,as long as this performance it is not anything but a

reflection of the way he manages.In case of low level of performance,

(in total and personal base) the manager must check, firstly,if there is

something that he could handle in a better way.

LEADERSHIP

FEATURES AND PROPERTIES OF A LEADER

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When the manager faces situations as when one of his reps definitely

(but without an obvious reason),performs less than the definite standards,

then he must be ready to reply to an analytical questionary like this which

appears to the control board,below:

LEADERSHIP

FEATURES AND PROPERTIES OF A LEADER

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Have I made clear to my rep of what I expect from him regarding results?

Have I made his position familiar to him?

Does he know how to do his work?

Have I done a good work regarding his training?

Have I ever discussed with him,with care, the problems that he faces in his work

which make its closure difficult?

Has he,from my side,so much support as I can give him?What I have done,or what I have missed,trying to develop a personal relation

with him?

Does he know why his job is important,in which section is placed among and the

consequences of a poor performance?

Have we discussed-and agreed-on what is expected form him and how reasonableis this?

LEADERSHIP

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Has he been informed about his department and about the whole Company?

(not only for the issues he must know ,but for the issues he wishes to know,as well)

Has he effectual independence in his work,or he is submitted to an overmuch

control system?

Is he in a defensive position in point of his performance?

What I have done in order to subsume him intellectually and sentimentally

in the job,further of his natural subsumption?Did I take care for him to take the proper reward for each improvement he has

succeeded?

Did I show the necessary interest for him,as person and for his objectives,as well?

Did I show the necessary interest in order to encourage him,to listen to him and to

give him a chance to apply his ideas and his proposals?

Did I have ever evaluate the potent and weak points of him working on the basic

idea of work organization,in order to develop his potent points?

Has he an effectual and logical encouragement for undertaking rensposibilities?

LEADERSHIP

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This questionary brings to the top some component elements of aneffective administration.

Each manager must submit this questionary to himself.

Answering these questions,he must think about how his reps could

evaluate him if somenone asks them the same questions about their

manager.

LEADERSHIP

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HUMAN RELATIONS

THE UNWRITTEN RULES OF BEHAVIOR

The Area Manager,according to the modern meaning of this term,must be

in a position to develop human relations not only for the Team which he

manages,but for each of his reps separately,as well.At the same time,hemust make sure of his reps-in every moment-that they correspond to the

usual performance standards,and to the general demands of work as well,

improving the conditions of their participation in the procedure of taking

decisions.

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HUMAN RELATIONS

THE UNWRITTEN RULES OF BEHAVIOR

The total of the relations of the Area Manager with his Department and

the effective performance of his duties,depend on the honesty of these

relations and maintenance of the unwritten rules of behavior,which arebeing considered as the basic directions of the Area Managers missions,

which are as following:

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1.You must give examples for everything that you are awaiting from the

others to accomplish.

2. You must emphasize to the future more than the past and present.

3. You must investigate the subjects and not the symptoms.

4. You must accept the commitment of mistakes and to be taught fromthem.

HUMAN RELATIONS

THE UNWRITTEN RULES OF BEHAVIOR

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5. You must not forerun.

6. When you are planning,you must take into account the long-term and

the short-term results at the same time.

7. Everyone contributes to a success,he must take advantage of it.

8. In order to accomplish legal and morally acceptable results,you must

use legal and morally acceptable means.

9. In any case,the dignity of each person must be respectable.

10. You must try to understand the others and be understood to them.

HUMAN RELATIONS

THE UNWRITTEN RULES OF BEHAVIOR