Management

The job of a manager is both hard and exciting. This job implies coordinating and supervising both personnel and business problems. The personnel manager deals with interviewing, selecting, recruiting and dismissing employees (staff) as well as with career development and various other problems. The most important thing in personnel management is staff motivation.

A manager should be flexible, sincere, intelligent, full of common sense, creative, tolerant, committed to his job and loyal to his boss and the company. He should be obliging, well-disposed, sympathetic and understanding. He should be a good psychologist and be good at planning and organizing both team and individual activities. He should be good at decision making and have some idea about administrative law to settle different problems.

There are many other types of managers in a large firm. Sales manager deals in selling different products and services. Purchase manager deals in buying goods.

Shipping manager deals with shipping products, their delivery and packing.

Production manager deals with industrial enterprises, manufacturing process, testing various machines and equipment, after sales service and some ecological problems.

There is also a Financial Director who deals with money matters. There are many accountants who report to him. There are numerous secretaries, receptionists, typists and different clerks called secretarial/ clerical staff. Public relations manager deals with customers and their problems and is responsible for the attractive image of the firm.

R&D department deals with fundamental research. There are experts in advertising and promoting goods and services working for Marketing Department.

There are lawyers, barristers, attorneys, legal advisers who deal with legal problems, start legal action against unreliable businessmen.

Different firms and companies do business with other firms. Companies belong to different areas of business; wholesale or retail trade, insurance, banking, catering, vehicle manufacturing, engineering, transport, shipping, real estate, manufacturing different goods, etc.

In wholesale trade the parties of a transaction are called Buyers and Sellers. Those who produce goods are called Producers or Manufacturers. Those who supply and distribute goods are called Suppliers and Distributors.

People doing business together, cooperating in some spheres of business, are called partners. Those who compete in business are called competitors. The competition on the world market is very tense nowadays. All manufacturers feel it and try to update their products, to raise their quality. They try to diversify the range of their products and, if possible, to decrease their production cost and selling price, because cheap goods of high quality meet the demands of the customers. And naturally the clients are not interested in expensive low quality goods.

To find out about the range of goods offered by the firm the customers study leaflets and catalogues. To know the prices for products they look through price-lists and quotations. To clarity some details concerning the design and technical features of some machines they ask for specifications.

They go on business trips and see round manufacturing plants where they can test the equipment and see the type of packing.

Businessmen hold business talks (negotiations) where they discuss various business matters: the terms of payment, shipment, and delivery. There could be different terms (manners) of payment: be a Letter of Credit against shipping documents, payment for collection, etc.

The sides discuss the time and manner of shipment and delivery. There might be some delays in delivery because of technical problems or some unforeseen circumstances. They negotiate prices for goods. If they agree to the terms and selling price, they place an order with the firm. Before placing an order they make offers, enquiries for goods. If the customer does not accept the price he asks for a discount on the price. Prices and terms are often revised because the market situation is changing every day. The market is not stable.

The sides sing contracts which provide a legal guarantee for all obligations. A contract includes know-how, prices, cost, license, terms, after sales service and guarantee period.

Management system – documented and tested step-by-step method aimed at smooth functioning through standard practices. Used primarily in franchising industry, management systems generally include detailed information on topics such as organizing an enterprise; setting and implementing corporate policies; establishing accounting, monitoring, and quality control procedures; choosing and training employees; choosing suppliers and getting best value from them; marketing; distribution.

Answer the following questions:

1. What are advantages and disadvantages of a manager’s job?

2. Is the job of a manager hard or exciting? Why?

3. What problems does a personnel manager deal with?

4. What is the most important thing in personnel management?

5. What kind of person should a manger be?

6. What types of managers work in a large firm?

7. What other specialists besides mangers work there?

8. What areas of business do companies belong to?

9. What can you say about the competition on the world market nowadays?

10. What measures do manufacturers take to compete successfully?

11. Where can a customer find out about the range of goods offered by he firm, their quality and applications, prices, industrial cost?

12. Why do people go on business trips?

13. What manners of payment do you know?

14. What can cause the delay in delivery?

15. What does a contract cover?

Discussion:

1. The job of a personnel manager.

2. People working for a large firm and their duties.

3. The current market situation.

4. Holding business talks.

5. Business matters discussed at negotiations.

6. Pricing and discounts.

7. Goods: their quality, production costs and selling prices.

8. Contract as a legal document.

9. Transaction: stages and participants.