Executive summary

Facts: Rajeev Sehgal is a middle level sales and service manager. He is working in manufacturing company (Electrical equipments). He is accountable for hiring, training managing his departmental staff, the day-to-day operations, planning for targets on weekly as well as monthly basis dealing with the critical situations breakdown, non-delivery. He is dealing with so many issue like delivery schedule ,marketing review meeting, ensuring train new people, new business development.

Questions1: What are the demands of Rajeev's job? What are the constraints in his job? ANS: i)He is accountable for hiring, training and managing his departmental staff, the day-to-day operations, planning for targets on weekly as well as monthly basis and dealing with the critical situations such as breakdown, nondelivery, etc., which keep happening all the time. ii) Time is big constraint in his Job. Not able to meet the deadlines because he is handling so many responsibility at a time. He doesnt even have a time to evaluate what's been done. His all time is spent in trying to chase different production targets so his existing clients are satisfied. Questions2: What kind of interpersonal role is Rajeev playing? ANS: Definition of interpersonal skill: The skills used by a person to properly interact with others/group. In the business domain, the term generally refers to an employee's ability to get along with others while getting the job done e.g. communication, listening skill, attitude towards work. Good interpersonal skills are a prerequisite for many positions in an organization. Role played by Rajeev: Figurehead: As he is manager he is having social & legal responsibility. His team meet is looking at him person with authority, and as a figurehead. Leader: This is where you manage the performance and responsibilities of everyone in the group.

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Liaison: He is communicating with internal and external contacts. He is also trying to establish network effectively on behalf of his organization. Monitor: He is trying to maintain interpersonal contact & receiving information. Disseminator: He communicates potentially useful information to his colleagues and team. Spokesperson: He is responsible for transmitting information about your organization and its goals to the people outside it. Entrepreneur: He tries to control situation within the organization. This means solving problems, generating new ideas. Disturbance Handler: This is kind of part of his job. As many times there is unexpected roadblock. He manages to come out of those situations. Negotiator: This must be he doing in his review meeting.

Question3: 'The manager must have a proactive role in the organization' in this context, analyse the working style of Rajeev in the case. ANS: Action and result oriented behaviors, instead of the one that waits for things to happen and then tries to adjust (react) to them. Proactive behavior aims at identification and exploitation of opportunities and in taking imperative action against potential problems and threats, whereas reactive behavior focuses on fighting a fire or solving a problem after it occurs. In this case we see that a reactive behavior instead of a proactive behavior prevails in Rajeev's way of management. We can infer this from his interior monologue where he talks about the dealing with the crisis and troubleshooting of the existing tasks which implies that the tasks are not carried out with a wellplanned approach and this leads to errors and panic situations in his management. Conclusion: There should be proactive approach. Division of work should be there wherever possible and tasks should be prioritized. Strategic planning and management is necessary for the organization because it might affect the organization in the long run if Rajeev sticks to this monotonous way of management.

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Institute of Management Development& Research, Pune

Cases in Managrment Process Case1: A day in a managers life Group no. 7

Members JyotiprakashPati Amit Mahodaya Pramod Kulkarni Sonali Arya. Abhishek Zawar. Kaustub Kulkarni. Bharti tripathi. Roll No 41 09 59 103 117 57 21