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I have observed the training process for the job related to the marketing of cosmetics products at the point of sale. The girls were trained in a very precise manner, where the key takeaways were:
- The sales pitch of a particular skin cream should not take more than two minutes per customer.
- A customer should be shown more than five products of the range.
This was the measured guideline proposed by the manager, according to previous experience.
If the sales girls managed to keep each particular sales pitch shorter than two minutes, they would obviously cover more customers. Also, when presenting more than five products to a potential customers, the customer would have a bigger choice to choose from when deciding to buy.
Having in mind the rewards and the absence of rewards, the manager decreased the salary for each sales girl who broke the pitch duration limit, or showed less than five products for more than 7 times a day. Accordingly, the manager gave them a bonus for a day when they managed all customers in the proposed manner.
Although this kind of measurement and productivity has substantial rationale (bigger customer coverage and better product exposition), I think that the strict propositions do not result in the optimal output all of the times.
For example, some customers naturally need more time for the pitch process if they want to thoroughly educate themselves about the product benefits and usage. In that case, more time invested in the pitch isn't necessarily a loss, as those customers can still buy lots of products.
Similarly, if a customer is well prepared and knowledgeable about the skin care range's scope of products, there is no need to show them the proposed, fixed amount of products, as it is probably enough to just pinpoint the benefits of 1-2 products concerning a specific skin care problem.
To sum up, I think that this kind of strictly quantitative, scientific approach to management can be highly irrelevant in some areas of modern business. After all, this approach originated during the time of great industrialization and was mainly used directly in facilities and plants, assessing the production. Having that in mind, it probably does not reflect the productivity of other business segments, such as marketing-intensive processes.
Fedrick Taylor's Scientific method to management main is to improve efficiency when it comes to the productivity of labor. It is a theory of management that analyzes and integrates workflow.
What is Scientific Management theory?
Scientific Management is a management theory that analyzes and integrates workflow. Its main purpose is to improve economic efficiency, especially job creation.
It was one of the first attempts to apply science engineering to process management.
Financial Organizations have a department responsible for deciding whether a loan application is valid or not. There are usually a large number of applicants and the job is high for a credit analyst who has to provide a financial assessment for each client requesting a loan.
keeping this in mind, the amount of time spent by each credit analyst to successfully complete a single application analysis is important in determining the amount of credits each analyst should process in one day.
The Manager of this department usually measures the amount of time an analyst spends on the type of loan a client is requesting.
Hence, the results of these estimates are correct and optimal.
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