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Functions of a First Line Managers
Imran Suleman
F1
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Motivation
The force within us that activates our behavior.It is a function of three distinct components,Intensity, Direction, and Persistence.
Intensity PersistenceDirection
Motivation
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Motivation - Intensity
Intensity refers to the amount of mental andphysical effort put forth by the salesperson.
PersistenceDirection
Motivation
Intensity
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Motivation - Direction
The extent to which an individual determinesand chooses efforts focused on a particulargoal.
Intensity PersistenceDirection
Motivation
It Doesnt really matter how fast you are going if you are going
in the wrong direction
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Motivation - Persistence
The extent to which the goal-directed effort isput forth over time.
Intensity PersistenceDirection
Motivation
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We think we see the world as it is, when in fact we see the world as we are
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Accountability LadderLearn & Move On
Act Appropriately
Own UpAcknowledge Reality
Wait & Hope
I Cant & ExcusesBlame Others
Unconscious/UnawarePowerless
Po
werful
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Personality types
Motivation should also take into accountdifferent personality types:
Task-oriented;
Self-oriented;
Interaction-oriented.
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Personality types
Task-oriented.
The motivation for doing the work is the workitself;
Self-oriented. The work is a means to an end which is the
achievement of individual goals - e.g. to getrich, to play tennis, to travel etc.;
Interaction-oriented
The principal motivation is the presence andactions of co-workers. People go to work
because they like to go to work.
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Situational Leadership-A Balanceof Competencies and Character
Envision(the future)
Exhibit(Values)
Energize(followers)
Encourage(effort)
Empower(the team)
Enable(performance)
Enlist(others)
Confident
&Humble
Optimistic
&Realistic
Candid
&Compassionate
Intuitive
&Analytical
Deliberate
&Decisive
Principled
&Pragmatic
Aggressive
&Patient
Situational Requirements
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INTEGRATED
DISTRICTMANAGEMENT
MANAGEMENT SKILLS
BUSINESS MANAGEMENT
DEVELOP
MENTOF
HUMAN
RE
SOURCES
TEAMLEADERSHIP
PlanWork
Fix Objectives Carry outFollow-up
Take Decision &Resolve problems
Communicate
Exercise Authority
Select & Classify
Doctors
Fix Territories &
Itineraries
Analyze Socio-economic
development
EvaluateSPOs
Motivate
Use Power
To have Influence
Get Co-operation
Give Orders &Instructions
Maintain Positive
Discipline
Investigate the
Market
TrainSPOs
SelectPersonnel
Functions of District Field Manager
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4/19/2012 12:16 AM Page 14Imran Suleman - CustomerSatisfaction