The manager needs to use all three forms which skills which may not come
naturally to him. Training in interviewing. Charring meetings, effective
speaking and effective writing is readily available.; Even in the smallest
organisations an investment in this branch of training is always soundly
made.
BODY LANGUAGE
Imagine yourself in a sales meeting with a client. As the client tells you
how pleased she is with your products and how she plans to recommend an
even larger purchase this year than last ,you sense that something is
wrong. Her voice is high-pitched and rapid and her eyes over yours focusing
instead on the ballpoint pen she is nervously checking on the desk. About a
week after the meeting, she sends you a note, telling you that the entire
deal is off. You are disappointed but not surprised for you had understood
the non-verbal messages she was sending at the meeting.
According to Albert Mehrabian a leading authority on non-verbal
communication, all our emotional messages are communicated without words.
We tell others what we really feel through our facial expressions, eye,
leg, hand, and torso movements. We also communicate through the pitch,
loudness, and cadence of our voice, the distance we maintain between
ourselves and others in conversation, our clothing, and more. Since non-
verbal communication can tell you what other people are saying without
their ever uttering a word, its importance in business communication is
obvious. Here are a few of the ways in which non-verbal messages can be
sent and used:
• Even in business meetings, the eyes can be the mirror of the soul. By
averting your gaze, you tell those around you that they are not getting
36
their message across or that something negative is going on. If you choose
instead to stare directly at a meeting participant, you will probably make
the person extremely anxious. If you are in the midst of an argument the
harder you stare the menacing you seem.
• Gestures which include the position and movement of the hands, feet,
arms, legs, torso, and shoulders, communicate a variety of non-verbal
messages. A handshake, for example, often expresses a persons real
feelings. A limp handshake is a sign of reserve and lack of enthusiasm
while a strong, powerful grip communicate confidence.
• In a disagreement, you may find your boby turned away from the person
with whom you are arguing. If, on the other hand, you are on good terms
with your business associate, you are more likely to directly face the
person. Insecurity is communicated through the position of the arms and
legs. If in a meeting you discover that your limbs are wrapped around you,
try to analyse why you are nervous.
• As you speak, keep in mind that the pitch, tone, loudness and rate of
your voice communicate as much and sometimes more than your words, Rapid
speech, for example, may signal excitement or nervousness while hesitant
speech may indicate insecurity or doubt.
• The way you dress delivers an unmistakable message to those around you.
If you choose to wear jeans to a sales call on a conservative client, your
chances of making the Bale are small.
Don't fall into the trap of believing that an understanding of non-verbal
communication will enable you to read every potertial buyer like a book.
Our speechless messages are extremely compile, varying with the situation
and culture we find ourselves in and with particular personalities and
habits. However, a working knowledge of the nuances of body language wiil
still provide you with an invaluable business tool.
TIME MANAGEMENT
A.
It's Monday morning and Jim Anderson, a financial manager, is already
behind schedule. With three phone calls waiting for him, a budget meeting
at 10,a lunch date with a supplier, and an analysis of last quarter's due
at 2. Jim is frantic. He doesn't know what to do first and worse yet, he
knows that he'll never meet all his deadlines.
Jim is suffering from a common problem plaguing manager-an inability to
control and effectively manage time. This problem which affects college
students as well, can be minimised by following simple suggestions;
• Establish your goals and set priorities. Make a list of your long-and
short-term projects. Look at the list regularly and revise at as needed.
Arrange the list into specific tasks. Then on start at the top of the list
and get to work.(Don't upset it your priorities change by the hour. Just
revise your list and get on with the work. Schedule your daily activities
on an hour-by hour appointment calendar.
• Learn to delicate work. Then follow this procedure to make sure you get
the result you want. Give clear instructions on what you want done, make
sure your instructions are understood, set a deadline, regularly check on
the projects progress, and allow enough time to correct mistakes.
• Spend your time on those activities that will yield the moat results. The
PARETO PRINCIPLE of time management states that 80%, of your goals can be
achieved in 20% of your time if your work on those tasks that are critical
to the completion of the overall project and avoid those contribute little
to the outcome.
• Do your most important when you are at your best. Work on high-priority
items when you are mentally alert and on low-priority items when your
energy has ebbed.
• Group your activities. By reading all your mail and making all your phone
calls at once, you will make the most efficient use of your time.
• Learn how to held interruptions. Incoming phone calls, unscheduled
visitors, and even the mail can play havoc with your schedule. You can
control these by having your sectectary handle all but essential calls when
you are working on an important task by working in another office (no one
will be able to find you), by setting times when they cannot (except for
emergencies), and by learning how to deal with long-winded callers.
Interrupting yourself also wastes time. Instead of getting yet another
cup of coffee or walking down the hall to chat with a friend, try to
finish what you're doing, even if the job is difficult or unpleasant.
• Avoid the paper shuffle. Try to handle every piece of paper on your desk
only once.
• Avoid long lunches when you are in a time crunch.
• Finally, give yourself the time you need to get the Job done. Time
management is not the sane thing as time compression. Be realistic about
the amount of working time you need to get an important job done and then
schedule the rest of your day around it. By using these and other time
management techniques, you will begin to fed in control of your schedule.
The inevitable result will be greater productivity.
41
DEVELOPMENT OF THE U.S. ECONOMY
I.I. The United States has a fascinating business, history. Business has
significantly influenced customs, politics and even family living. The
historical development of the U.S. economy continues to effect the way of
business operates today. Colonial Society. Colonial society was primary
agricultural-built
on the products of its farms and plantations. The nations prosperity
depended on the success of its crops, and most people lived in rural areas.
The cities-quite small in comparison to those of Europe- were the
marketplaces and residences craft workers, traders, bankers and government
officials.
2. But the real economics and political power of the nation was centered in
rural areas. The population was tied to the land socially as well as well
as economically. The colonies looked to England for manufactured products
and capital with to finance infant industries.
3. Even after the Revolutionary war (1776-1783), the United States
maintained close economic relations with England. Indeed, British investors
provided much to the money needed to finance the developing business
system. This financial influence remained well into 19* century.
II. 4. The Industrial Revolution. The industrial revolution occurred in
England around 1750. The traditional manufactured system of independed
skilled workers individually pursuing their specialities was replaced by a
factory system that mass-produced items by bringing together large numbers
of semiskilled workers.
5. The factory system profited from savings that were created by large-
scale production. For example, row materials could often be purchased
cheaper in large lots. Another savings came from the specialisation of
labour; each worker concentrated on one specific task. Production
efficiency improved substantially and the factory system revolutionised
business.
6. Influenced by the events occurring in England, the United States soon
began its march toward industrialisation. Agriculture became mechanised and
factories sprang up everywhere. But most business historians agree that
real progress did not occur until railroads provided a fast, economical
method of transporting the goods produced by business.
7. The American Industrial Revolution was highlighted by the rapid
construction of railroad systems during the 1840s and 1550s. Not only did
the railroad provided the necessary transportation system, the also created
the need for greater quantities of lumber, still, and real estate.
III. 8. The age of the entrepreneur. During the 19th century business made
sizeable advises in the U.S. Eli Whitney introduced the concept of
interchangeable parts, an idea that would later facilitate mass production.
Peddlers, the sales people of the day, operated throughout the country.
Financiers became less depended upon England, and the banking system better
established after some early problems. Investors created a virtually
endless array of commercially usable products.
9. People were encouraged to take risks and to become entrepreneurs.
Cornelius Vanderbilt, John D. Rockfeller, J.P. Morgan, and Andrew Carnegie
-all became wealthy because of their willingness to take business risks
during this period. Admittedly, some people were hurt by the speculation
that characterised industry during the 1800s but, on balance, the
entrepreneurial spirit of the age did much to advance the business system
and raise the standard of living.
IV. 10. PRODUCTION ERA. The early part of the 20th century - the
production. era - was a period when business managers concentrated almost
solely on the firm's production tasks. Industry was under considerable
pressure to produce more and more to satisfy growing consumer demand and to
correct product shortages.
Work assignments became increasingly specialised. Assembly lines, such as
the one introduced by Henry Ford, became common. Owners turned over
management responsibilities to a new class of managers, who specialised in
operating established businesses rather than in starting new ones.
Marketing tended to be viewed strictly as selling. Business did not yet
accept disiplines like consumer research. In other words, marketers were
those individuals responsible for distribution after the production
function had been performed. Business was internally oriented rather that
consumer oriented.
V.ll. THE MARKETING CONCEPT. The post-World War II era was influenced by an
important new concept in management. The marketing concept, which became
the prevalent business philosophy, advocated that all activities and
functions of the organisation be directed toward the identification and
satisfaction of consumer wants. A consumer orientation became the principal
goal of companies.
12. Business organisations throughout United States formed marketing
research departments to analyze what the consumer would buy before the
company produced the item. This concept stood in marked contrast to the
earlier philosophy of producing a product then trying to sell it to the
consumer. Advertising reached over larger numbers of consumers and
increased the efficiency of firm's promotional affords. Today, firms must
have a strong consumer orientation if they are to remain competitive in the
marketplace.
VI. 13. THE CURRENT BUSINESS ERA. Challenge after Challenge has confronted
business in recent years. Well-known firms like Whickers and Continental
Airlines have filed for bankruptcy. Concern over high numbers of industrial
accidents and illnesses has resulted in the passage of federal legislation
regarding occupational safety and health. Financial scandals have touched
off public demand. Millions of people have been shocked by the ecological
reports of environmentalists. Higher fuel costs have made energy-saving
programs priority items at managerial meetings.
14. These challenges have produced several noticeable trembles in the
business world. Business has become more socially responsible; the social
impact of a business decisions making. Business has become more conscious
of its operating costs, particularly energy costs. More minorities and
women porsue business carriers today. Management continues to struggle with
the problem of predicting and then reacting to new government regulations
and requirements. Business has found new markets abroad - Some in Communist
nations - but has encountered increasing competition from foreign producers
at home writers may some day describe the current business era as one of
the most challenging for the private enterprise system.
