Marketing Essentials

Chapter 11: Management Skills

Chapter Summaries

Section 11.1

• Businesses are organized in one of two ways: vertically or horizontally.
• Traditional, vertically organized companies have three levels of management: top management, middle management and supervisory-level management.
• Horizontal companies have top and middle management. Horizontally organized companies have self-managed teams that set their own goals and make their own decisions.
• Self-managing teams in horizontal organizations gather information, analyze it, and take collective action. They are responsible for making decisions, completing tasks, and coordinating their activities with other groups in the company.

Section 11.2

• The three functions of management are planning, organizing, and controlling.
• Effective management techniques include giving clear directions, being consistent, treating employees fairly, being firm when necessary, setting a good example, delegating responsibility, fostering teamwork, and being ethical.
• Management responsibilities include recruiting, hiring, training, scheduling, handling complaints, assessing employee performance, taking remedial action, and dismissing employees.