Question

Arjun is a Sales Manager in a company and is responsible for managing a team of five sales representatives in the Delhi region. Every morning, Arjun assigns sales targets, plans the daily routine for his teams, checks the stock availability in retail stores and ensures proper display of the products.

1. State the level of management that Arjun belongs to.
2. Discuss any three functions of the level of management indicated in the above scenario.

Answer 1

i. Middle Management

ii. Functions of Middle Management:

1. Interpreting Plans and Policies: Middle managers like Arjun are responsible for translating the broad strategies and policies framed by top management into specific goals and actionable plans for lower levels.
2. Monitoring and Controlling Performance: They oversee day-to-day operations, such as assigning tasks, tracking performance, and ensuring smooth functioning of their teams, as Arjun does with his sales team.
3. Training and Motivating Supervisory Staff: Middle managers help develop and encourage front-line supervisors and team members by offering guidance, support, and motivation to achieve targets effectively.