BEC MODULE 1-DEVELOPING YOUR MANAGEMENT STYLE

Part 1-analysing your skills and knowledge and preparing a personal development plan a. PERSONAL PROFILE EDUCATION 2010-Date Masters of Business Administration -International Business Amity University, India 2001-2007 Bachelor of Engineering (Hons) - Mechanical Engineering Fourah Bay College, University of Sierra Leone

1993-2000

West African Senior Secondary School Certificate Prince of Wales Secondary School (Sierra Leone)

PROFESSIONAL COURSE ATTENDED: 1. Customer Satisfaction - The importance of customer to your business. - Conflict resolution (between you and customer). - Gaining new customer whiles maintaining the old ones. 2. Introduction to sales - Understand the difference between sales and marketing. - Developing your selling skills. - Meeting the market needs. 3. Negotiating Skills - How to conclude deals. - Selling the value of your product.

Work Experience 2007-Date Mantrac Sierra Leone Limited

Sales Representative- African Motors Division

Abdulai Sumah

Module 1 Assignment

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BEC MODULE 1-DEVELOPING YOUR MANAGEMENT STYLE

Responsibilities y Responsible for achieving or exceeding agreed sales targets for the company s range of products within the assigned geographical territory and market sector. y Ensure full payments are received for all units sold, while all necessary documents are adequately prepared. y Provide products related technical assistance and advice to customers and prospect y Aggressively promote the company s products within the catchment area and win more prospects.

Key Achievements: y y y y Establish of AFM sales Department Achieved sales Target for two years Set up database for all customer and competitor Successfully introduce new products to Sierra Leone Market

General skills and Abilities

y y y y y y y

Self motivated with a flexible attitude to work. A critical thinker with strong analytical skills Strong team-player skills developed through work in group presentation work at university, in which good marks were achieved. Good organizational skills developed in a variety of deadline orientated situations. Get on well with people at all levels, easily making good working relationships.. Seek out new responsibilities irrespective of reward and recognition. Strive for quality in everything I do.

PSYCHOMETRIC TEST: BELBIN ASSESMENT The Belbin assessment report shows that am a PLANT. It suggests that I have Strong sense of direction and ideas of my own, I am a change agent, and I like the responsibility of forging a new path and can be a useful member of a creative team.

Strength - Generally calm and confident, clever, and co-operative. - Innovative and can excel in a mentally challenging environment.

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BEC MODULE 1-DEVELOPING YOUR MANAGEMENT STYLE

Weakness - Not interested in dealing with routine duties

Career plans over the next two year: y Finish my Masters of Business Administration y To enter a post graduate program in project Management, where my creative initiative, ideas and a genuine enthusiasm would allow me to progress y Be a top executive in a multi-national organization

Hobbies: y Listening to Radio and reading newspaper/magazines/science and business bulletins y Football and basketball.

Lifestyle goals: y To contribute in making the world a better place for all y Fear God

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BEC MODULE 1-DEVELOPING YOUR MANAGEMENT STYLE

b. DEVELOPMENT PLAN Development goal In the next one year I intend to have completed my Masters in Business AdministrationInternational Business-which I will use as a stepping stone in fulfilling my dream of becoming a top executive in a Multi-national organization/company.

How will this goal be achieved? I have already enrolled at Amity University (India) since 2010. I intend to attend more than 80% of class which is the minimum requirement. I have allocated twelve hour per week to read studies materials and search the web for additional information. My target is covering at least two topics per modules every week. At the end of every week I will attempt the assessment test of completed topics which I will use to measure my level of understanding of the subject. I will work towards submitting all completed assignment as required by course structure and before all set deadlines. Get the required pass grade in all modules. I intend to put into practice all skills learnt during the course especially in the fields of marketing, operational research, project management, finance and account which has a direct effect in my present job and future set goals. Progress will be review at the end of every month and the bench marks will be numbers of module cover and marks scored in each assessment test.

Abdulai Sumah

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BEC MODULE 1-DEVELOPING YOUR MANAGEMENT STYLE

Part 2- feedback We often confuse feedback with criticism probably because much of our experience with it has had more to do with what we ve done wrong than what we ve done right or how we could do better. While the content of the feedback can be negative, its delivery can always be constructive. If it s not, the feedback will not be accepted or be received as an insult, which can ignite other issues and problems. Are these essential interpersonal skills good or poor? Constructive feedback is the most useful and beneficial to the receiver because it provides encouragement, support, corrective measures and direction In discussing my personal development plan with my manager, she draws my attention to several areas that I should look at if I want to achieve my development goal. She advises that: I start reading materials on successful business executive, how they get there, what were their challenges, how they overcome it. Identify a mentor Be positive and aggressive, never let setback pull you down but always look at the goal you want to achieved Put into practice all theory learnt where applicable

Abdulai Sumah

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BEC MODULE 1-DEVELOPING YOUR MANAGEMENT STYLE

PART 3- Developing trust and support in others and dealing with conflict a.

I.

Communication is the sharing of information for a variety of purposes including informing, persuading, motivating or influencing. I normally communicate with my colleagues in two ways, the formal and informal method. The formal form of communication basically entails a prescribed form of passing information, that is, memo, emails, meetings, letters etc whilst the informal is a free uncontrolled form of communication. For instance sharing Information by brainstorming outside office premise, casual discussion etc.

II.

The Formal form of communication is organized and managed information that is shared with relevant individuals in order to secure coordinated action throughout the organization. It is based on the role of the individual s in the organization and is distributed in an organized way according to the established chain in organizational charts. For example if I want to invoice a customer, I have to first communicate to my colleagues in the account section to check the account status and release the customer account to enable me to invoice, this communication can be done through mail. Typically, formal communication flows downward from executives to directors to managers to staff regarding company direction and instruction, upward from staff to managers to directors to executives in the form of data and reports and side way amongst colleagues. The communication flowing through these channels is specific to the jobs and departments. On the other hand, informal form of communication in the workplace satisfies a variety of needs, particularly social and emotional, and is not based on the positions individuals occupy within the organizations. As a result, the communication is not managed or planned in any organized fashion. It s more relaxed, casual and tends to be spread by word-of-mouth quickly throughout a department or organization because it s not restricted to approvals and an established path of distribution. For example, we can share work related ideas, ways of developing the business, prospect we met, share contacts etc whiles taking tea in the morning. The major disadvantage of informal form of communication is that information can be changed through the deletion or exaggeration of crucial details thus causing the information inaccurate even if it s based on truth.

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BEC MODULE 1-DEVELOPING YOUR MANAGEMENT STYLE

But however both form of communication -Formal / informal- communication exist in every organization. Formal communication requires thought and planning prior to distribution; informal communication, however, it usually succeeds on its own mostly because of the interpersonal relationship and respect that exist amongst colleagues. Even so, it s very difficult to formalize informal communication.

III.

There are several ways I can improve my communication links with colleagues, these includes: 1. Making myself available: Making ourselves available is the first step in increasing and improving communication amongst colleagues. I have to make myself available so that colleagues can consult me, share information/ideas at any given point. Many a time, issues remained unsolved in an organization because the concerned person is not available. Only when one is available there can be exchange of information that helps decision-making and communication. 2. Learning to listen to others:

Listening is one of the most important aspects of communication; it is the greatest gift we give another person. We have to be receptive to thoughts, proposals, suggestions and ideas. If we do not, no one is going to take efforts to communicate with us. Understand that there is a difference between hearing something and actually listening to it. Genuinely listening to grievances will help break a lot of communication barriers.

3. Never

make

Assumptions

about

colleagues:

If we want to make a conscious effort and improve the communication in the workplace, we have to stop judging people every now and then. Assumptions always lead to wrong perception and spread a negative aura in the workplace. I will try as best as possible not to assume the character of a colleague, not to concentrate on the behavioral and personal traits of a person, rather I will focus on the skills that are necessary for the organization's growth.

Abdulai Sumah

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BEC MODULE 1-DEVELOPING YOUR MANAGEMENT STYLE

4. Ask for Feedback from colleagues: Getting and giving feedback is one of the most important aspects of effective communication in an organization. Feedbacks help us in more ways than one. Firstly, it makes the employees feel that his/her opinions and suggestions are valued and that their say is important for the progress of the company. Second, these feedbacks also help us in detecting errors and loopholes in policies, structures, and procedures, so that necessary changes can be made wherever necessary, thus improving our efficiency. Third, meaningful feedback helps to make the job easier and more satisfying for us. The ability to give effective feedback is essential for working together as a team, yet how we deliver feedback can determine whether or not it is even heard. When we receive feedback, it's important that we be able to clarify what we don't understand and offer our point of view without getting defensive

5. Attending/Organizing Departmental Seminars Organizing seminars and workshops gives a break from the everyday routine. In these seminars, different methods and ways to improve communication skills, presentation skills, and business writing skills can be taught to employees. These skills are essential for success, and also help employees influence the perceptions of others in all personal and professional interactions.

IV.

Trust is very important in an organization as it both emotional and logical. Emotionally, it is where you expose your vulnerabilities to people, but believing they will not take advantage of your openness. Logically, it is where you have assessed the probabilities of gain and loss, calculating expected utility based on hard performance data, and concluded that the person in question will behave in a predictable manner. In practice, trust is a bit of both. I trust you because I have experienced your trustworthiness and because I have faith in human nature. In developing the spirit of trust amongst colleagues, I will try to: y y y y Show respect for fellow employees as equal partner and listen without interrupting Be honest with all am dealing with Maintain integrity and separate the people from the problems Engage people in vision and strategy and acknowledging other person s views and opinions
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BEC MODULE 1-DEVELOPING YOUR MANAGEMENT STYLE

y y y y Share information and show genuine desire to understand other people point of view Be committed to developing people Do the right thing regardless of personal risk Focus on shared goals more than personal agendas

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BEC MODULE 1-DEVELOPING YOUR MANAGEMENT STYLE

b. It happens, in December, a customer wants some injector nozzles for his generator but unfortunately it was not available, so he requested that we place in an order for him. Our normal lead time from source to bin for Perkin is ten working days, so to be on the save side, I advised him that he will get the parts in twelve working days, he agree and we placed the order. But due to the heavy flight traffic due to influx of holiday makers, there was delay in the parts getting to us as such the customer was very angry. He grows so vex that he reported me to my boss, thinking I delay in ordering his part.

Reasons for the conflict are: 1. My failure to communicate to him as soon as the flight was delay 2. Pressure on customer by his boss to get the job done

Effect of the conflict: 1. Customer lost trust in the company 2. Sleepless night for me because of the pressure from customer 3. Strain the relationship between us and the customer

Abdulai Sumah

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BEC MODULE 1-DEVELOPING YOUR MANAGEMENT STYLE

c. I. Conflict can be defined as a difference of wants, needs, or expectations. The workplace is filled with people who have differences of wants, needs, and expectations. So, of course, conflicts will occur. These conflicts can be an asset to the organization. They may be opportunities for y Creativity y Collaboration and improvement. But conflict can also be costly to an organization. The trouble isn't necessarily the fact that conflict exists. It is how we deal with those conflicts or what happens when they aren't resolved. The impact of conflict in the workplace can be devastating - to the parties involved, to colleagues and teams, to clients, and to the business as a whole. Some of the results of unresolved conflict in the workplace include: y y y y y y y y y y Stress, frustration, and anxiety Loss of sleep Strained relationships Grievances and litigation Employee turnover Loss of productivity Increased client complaints Absenteeism Sabotage Injury and accidents

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BEC MODULE 1-DEVELOPING YOUR MANAGEMENT STYLE

II. There are several causes of conflict, among which the main cause are: y y y y y y y y y y y y y poor management unfair treatment unclear job roles inadequate training poor communication a poor working environment lack of equal opportunities bullying or harassment personality clashes between individuals unresolved problems from the past increases in workload differing values needs and expectations at work

III.

In preventing or minimizing conflict, I intend using the following: 1. To deal with the problems quickly: As soon as a problem surfaces, long before it becomes a conflict it is but essential that we deal with it. It should be managed quickly. The earlier we intervene the easier it will be to straighten out. 2. To keep my eyes on the facts: I will not start analyzing or attributing motivation. I will have to delve into the situation by asking questions to discover people s understanding of the goals, their roles and the role of others, and review work processes. I will focus on the problems and dynamics, not the people. 3. To Increase time spent on start-up processes. When a new project begins, I will encourage all to spend the upfront time to be clear about the job, including goals, expectations, roles, authority level and decision making, reporting lines, communication requirements, and troubleshooting processes. We really need to be meticulous about the start-up process. It s a big investment of time, often resisted by busy managers, but it is well worth it if it increases trust and productivity, speeds the learning curve and prevents problems later. 4. To get people together. Listening to one side or the other sets up triangulation. I will have to guide others and help them communicate well. With all parties in the room I

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BEC MODULE 1-DEVELOPING YOUR MANAGEMENT STYLE

will have more details and more perspectives, and people we be held responsible for what they are saying. Co-workers need to learn how to talk through issues together

5. Taking ownership. We all have a part in any situation in which we are involved. I will play my own part and be willing to do something about it. I will not back off from saying what I want or stating that a decision is mine. Sometimes employees are clashing because you have not been clear or decisive. Step up and ask others to do the same

IV.

It is important to keep clear and accurate records of what has happened, as it may be that, at some future date, you are called upon to give evidence at some form of inquiry, tribunal or even court case. You should ensure that any such recording is fair, based on facts and, where you do feel the need to give an opinion, you indicate explicitly that it is an opinion

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