Phần 2 Animation of commercial team

Animation of Commercial Teams
THUONGMAI UNIVERSITY
Hanoi
Licence Professionnelle en Vente

Catherine Glée-Vermande




Course outline



 1. What means managing a commercial team ?
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Basic nature of management :
 Is the management of a commercial team really different from the
management of another team?

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History :
 Bureaucracy Model and Scientific management
 Human Relations Model

 Recent trends and new deals
 2. Understanding People at Work to increase your efficiency as a manager :
Perception and Attribution
Personality and Emotion

Self awareness
 3. From Managing to Leading a Commercial Team
> Motivation
> Leadership , Power and Authority
> Groups dynamic and Communication
> Managing change




1.What means managing a commercial team ?

 History :

Through the ages :
different perspectives
and models




The bureaucracy model !







The bureaucratic model of management

 Max Weber : a German sociologist who first modelized a
form of organizational structure known as bureaucracy
 Bureaucracy : an organizational design developed by Max
Weber that attempts to make organizations operate efficiently
by having a clear hierarchy of authority in which people are
required to perform well-defined jobs.
 …..According to Max Weber : the ideal organizational form !



Nature of Bureaucracy

Characteristic

Description

Formal rules
& regulations

Written guidelines are used to control
all employees’ behaviors

Interpersonal
treatment

Favoritism is to be avoided, and all
work relationships are to be based on
objective standards.
All duties are divided into specialized
tasks and are performed by individuals

with the appropriate skills.

Division of
labor



Nature of Bureaucracy

Characteristic

Description

Hierarchical
structure

Positions are ranked by authority level in clear
fashion.

Authority
structure

Decision making is determined by one’s position in
the hierarchy; higher ranking people have authority
over those in lower-ranking positions.

Lifelong career Employment is viewed as a lifelong obligation on
commitment
the part of the organization and employees.
Rationality

The organization is committed to achieving its ends
(profit) in the most efficient manner possible.




Reflection :
 Managing a commercial team in a bureaucratic
organizations :
> Do you have examples?
> What do you think ?
• Difficulties?
• Opportunities?




Illustration :IBM in the 70’


History of management :
“Scientific management ” model
 Weber & study of bureaucracy :
> An early attempts to apply the scientific method
to the study of work and efficiency.
 Central idea : there is an ideal way to efficiently
organize work in all organizations and to manage
people at work

Scientific management
Central problem : making people more
productive!


TAYLOR


TAYLORISM
 Scientific management : an early approach to
management and organizational behavior emphasizing
the importance of designing jobs as efficiently as
possible
 Key principles/approaches:
> Division of labor : divide work into very specialized tasks so
workers quickly develop efficiency (and are easily replaced)
> Time & Motion Studies: Intense study of the individual
movements needed to perform jobs with the intent of “finding
“the one best way” to perform them
> Standardization: Then apply that one best way to all such
workers.
> Strong hierarchy: it always should be clear to whom each
worker is responsible : which managers have authority over
them.


Scientific Management/Taylorism
 Organizations As Machines
Employee as a machine cog !

A black
box




Modern Times


Scientific Management/Taylorism
 How does it work?
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Targets :………………
Means to achieve targets : …………
Supporting logic : ………………..
Type of mediation between actors : ……………
Material Process (implemented to motivate) :
……………
Symbolic process ( implemented to manage) :
…………
Image of organization : ………………..

Form of appreciation : ………………….
Vision of Human being : …………………..


Scientific Management/Taylorism
 How does it work?
 Targets : maximum efficiency of each worker
 Means to achieve targets : focus on human behavior
and not on person as a whole (mechanistic)
 Supporting logic : quantitative
 Type of mediation between actors : clear hierarchy
 Material Process (implemented to motivate) piece
rate/quantity
 Symbolic process ( implemented to manage) : black
box with inputs and outputs
 Image of organization : machine
 Form of appreciation : money (that’s it)
 Vision of Human being : machine “struggle against the
systematic laziness of the worker.”




What about cows? Can they be treated as milk-making
machines?




And what about sales people ?

 Can they be treated as “cash machines” ?
> Your ideas and comments…..


Scientific Management : French
approach
 The French mindset :
> Henri Fayol : a French industrialist who pioneered various
ideas about how organizations should be structured
 Main ideas embedded in the French culture :
> Division of labor : the practice of dividing work into specialized tasks
that enable people to specialize in way they do best (an analytic
perspective/influence of Descartes, the French philosopher – 15961650)
> Strong hierarchical principles : in any organization it always should be
clear to whom each worker is responsible : which managers have
authority over them (an elitist society – the weight of the diploma, of
the status….)