The Marketing manager of AMK Enterprises, Roopali Deshmukh (Deshmukh) stepped out of the conference hall in a pensive mood after an important meeting called by the CEO.
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Principles and Practice of Management
Case (20 Marks)
The Marketing manager of AMK
Enterprises, Roopali Deshmukh (Deshmukh) stepped out of the conference hall in
a pensive mood after an important meeting called by the CEO. The meeting was
attended by the heads of various departments in the company and was convened to
discuss the targets for the coming assessment year. Deshmukh had a formidable
sales target to achieve and wondered how she would be able to meet those
seemingly impossible goals. This fear was further aggravated by the fact that
the productivity levels of employees in the company had been falling. Deshmukh
was under tremendous pressure from the management to improve the performance of
her team. She also had to deal with the decreasing levels of employees’ morale
in her 24-member team. As a first step, Deshmukh informed her team members
about a meeting that she planned to hold the next day. She then drafted a plan
of action that she intended to discuss with her team. The next day, Deshmukh
began the meeting by informing her team members about the corporate meeting she
had attended. She then said, “We have a difficult task ahead for this year, and
your participation and involvement is essential to achieve the goals”. She then
invited suggestions from her team members regarding the role to be played by
each of them. The meeting then progressed on to setting of individual targets
for by each team member as, it was felt that this would help in accomplishing
the organizational goals. Specific goals were, therefore, set and agreed upon
by all the team members. The team aimed to increase the organizational profits
by 18% over the next six months. They sketched out a plan of action to achieve
the targets set for the team and decided that they would meet once every two
months to monitor their progress. Two months later, the team met again and
received their progress. Deshmukh also gave a feedback on the performance of
every member of the team. The team then collectively identified the areas of
improvement and decided upon the measures they would take to overcome their
deficiencies. This continued for the rest of the year. The final review meeting
was held just before the yearly corporate meeting attended by the top
management. The team was surprised to see that they had achieved their targets.
Thus, effective planning and control mechanisms helped the team achieve their
short term goals, and this in turn, helped in the achievement of the
organizational objectives. Besides, the employees were also motivated as the
management gave adequate recognition to their involvement and participation in
achieving team goals. The target to be achieved by the team was highly challenging.
This further motivated the team members as they had better opportunities to
prove their problems solving skills. Thus, the outstanding performance of the
sales team helped the organization achieve in the long term.
Answer
the following question.
Q1.
Roopali Deshmukh followed the practice of management by objectives (MBO) while
setting goals for team members. Discuss the various phases of the MBO process
that helped her team achieve its goals.
Q2.
Explain briefly the process of MBO and the various advantages of implementing
MBO in organizations
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