1. Chapter 11 Management Skills

2. Name the three functions of management
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

3. Management X 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

4. CEO (Chief Executive Officer) President COO (Chief Operating Officer)
Organization
top management
Managers who make decisions that affect the whole company.
Top management X 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
Marketing Essentials Chapter 11, Section 11.1

5. Organization
middle management
Managers who implement the decisions of top management.
Middle management X implements the decisions of top management. This level plans how the departments under them can work to reach the top management’s goals.
Marketing Essentials Chapter 11, Section 11.1

6. 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

7. Basic Management Functions
All managers perform certain basic functions:
Planning
Organizing
Controlling
Marketing Essentials Chapter 11, Section 11.2

8. Good management planning X at any level is: Realistic Comprehensive
Management Functions
planning
The process of setting goals and determining how to reach them.
Good management planning X 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.
Marketing Essentials Chapter 11, Section 11.2

9. Organizing X involves: Assigning responsibility
Management Functions
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.
Organizing X involves:
Assigning responsibility
Establishing working relationships
Hiring staff to carry out the work
Directing the work of employees
Marketing Essentials Chapter 11, Section 11.2

10. Setting standards (or expectations)
Management Functions
controlling
The process of setting standards (or expectations) and evaluating performance.
Controlling X 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
Marketing Essentials Chapter 11, Section 11.2

11. 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!

12. Group Brainstorm Discuss with your group the following question:
4 minutes
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.

13. 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

14. 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

15. 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

16. 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

17. Assessing Employee Performance
remedial action
Using preventive discipline or corrective discipline to encourage appropriate workplace behavior.
Assessment enables a manager to develop better workers and a more efficient and profitable company.
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 X can be either preventive discipline or corrective discipline.
Marketing Essentials Chapter 11, Section 11.2

18. Involving employees in establishing expectations
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

19. More severe forms include: Verbal warnings Written warning
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

20. What are the three basic functions of management?
SECTION 11.2 REVIEW
What are the three basic functions of management?
Explain three (of the eight) effective management techniques that we discussed.
How do you motivate your team to be productive?
How do you handle an employee (or teammate) that is not performing up to the team expectations?

21. 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