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business
understanding management

Questions and Answers of Understanding Management

How could a manager influence the adaptability of her salespeople?
How could you prove the cost-effectiveness of your sales training program?
Identify a business and a position within it that deals with the public.For example, you could choose a loan officer or a teller in a bank; a bagger, meat cutter, or checkout clerk at a grocery
Describe the training for a field sales position, focusing on the following elements: who and how many participate, what content is covered, who conducts the training, what techniques are used, how
Define motivation and explain why it is particularly important for salespeople.
Which is more important, the strength of a salesperson’s beliefs about the effort/performance link or the accuracy of those beliefs?
a) List several roles that a sales rep is likely to play.b) List several different role partners with whom sales reps are typically involved.
What types of role conflicts are sales reps likely to experience?
What can management do to reduce a salesperson’sa) Role ambiguity?b) Role conflicts?
Explain why persistence is an important dimension of motivation for the sales position.
Would providing salespeople with flextime and/or on-site child care be a motivational factor for a rep who has young children or would it just make the rep feel committed to the organization? Explain
Explain what kind of behavioral changes can be expected if a salesperson attributes failures to luck, effort, strategy, ability, or task difficulty.
Explain the importance of facility management in clubs, particularly as it relates to members, employees, and costs. (pp. 527–529)AppendixLO1
Describe how a club can embrace the concept of sustainability.(pp. 529–531)AppendixLO1
Review the general responsibilities assigned to individuals in a club’s facilities department. (pp. 531–535)AppendixLO1
Explain how a club can undertake facility condition and facility function evaluations and how they relate to a club’s facility quality assessment.(pp. 535–539)AppendixLO1
Describe club building projects, from forming a design and construction team to closeout.AppendixLO1
How does the facility management process affect club members? employees?a club’s revenue and expenses?AppendixLO1
What is sustainability, and what can clubs do to support it in relation to their facilities?AppendixLO1
What are some components of an exemplary housekeeping plan?AppendixLO1
What is waste minimization? waste transformation?AppendixLO1
What are two tactics clubs should use to ensure local, state, and federal code compliance?AppendixLO1
What is the difference between a facility condition evaluation and a facility function evaluation?AppendixLO1
What is a facility quality assessment and what is its desired outcome?AppendixLO1
What type of information does a request for qualification solicit?AppendixLO1
What are the four phases of the design process, and what occurs during each phase?AppendixLO1
What are the three construction contract delivery methods, and how do they differ?AppendixLO1
What insurance products help mitigate the risks encountered during a project’s bidding and construction phases?AppendixLO1
What is “substantial completion?”AppendixLO1
Identify ways to determine the entertainment needs of a club’s members, summarize the importance of auditioning and/or interviewing entertainment acts, and discuss issues that might arise when club
List common types of entertainment available for a club. (pp. 565–569)AppendixLO1
Describe the important factors of purchasing entertainment for the club.(pp. 569–573)AppendixLO1
Identify the essential factors of contract negotiations and licensing.AppendixLO1
Where can a club’s general manager turn to for advice about types of entertainment that would be well-received at the club?AppendixLO1
What questions are asked in a basic entertainment needs assessment?AppendixLO1
H ow should a club manager proceed with an entertainment group or act that he or she is unfamiliar with?AppendixLO1
What type of guidelines might help club members who book their own entertainment?AppendixLO1
What are the advantages to using themes for parties?AppendixLO1
What are the industry standards for the “care and feeding” of performers?AppendixLO1
What are some common forms of strolling entertainment?AppendixLO1
What are some professional sources a general manager can turn to when purchasing entertainment?AppendixLO1
What elements should an entertainment contract contain?AppendixLO1
What licenses need to be secured for musical performances?AppendixLO1
Describe the origins of golf and the organizations that govern it.(pp. 583–586)AppendixLO1
List and describe golf facilities typically found at clubs. (pp. 586–590)AppendixLO1
Identify common programs and services offered at club golf courses.(pp. 590–601)AppendixLO1
Summarize the duties and responsibilities of golf professionals and other golf staff members.AppendixLO1
What are some of the golf facilities commonly found at clubs?AppendixLO1
What is a handicap system?AppendixLO1
What are some of the golf instructional programs typically offered at clubs, and why are they important to clubs?AppendixLO1
What are some typical golf car–rental policies at clubs?AppendixLO1
How is a head golf professional compensated at a club?AppendixLO1
What are the duties of an assistant golf professional?AppendixLO1
What are a starter’s responsibilities on the golf course? a marshal’s?AppendixLO1
What are some of the major golf associations?AppendixLO1
Describe the purpose and functions of the greens and grounds department.(pp. 623–625)AppendixLO1
List positions commonly found in the greens and grounds department and describe their functions. (pp. 625–631)AppendixLO1
Identify the greens and grounds department’s budgetary concerns and equipment needs. (pp. 631–634)AppendixLO1
Identify turfgrass species and describe their use on golf courses, and identify golf course sections. (pp. 634–639)AppendixLO1
Describe basic turfgrass management practices. (pp. 639–649)AppendixLO1
Explain how environmental concerns such as water, chemicals, and wildlife affect golf course management practices.AppendixLO1
What club manager is generally responsible for the playing conditions of the golf course and its general upkeep?AppendixLO1
What are some of the key staff positions in the greens and grounds department?AppendixLO1
What are some of the major factors that affect the greens and grounds department’s budgets?AppendixLO1
What are the differences between warm season grasses and cool season grasses? What are some of the major types and characteristics of both?AppendixLO1
What are the different sections of a golf course?AppendixLO1
What types of turfgrass management practices are important for a healthy golf course?AppendixLO1
What type of environmental concerns must be managed when it comes to water, chemicals, and wildlife?AppendixLO1
Describe a club fitness operation, including the form, function, typical employees, and common programs of a club fitness center. (pp. 675–684)AppendixLO1
Describe the nature of spa operations in clubs, including payment and staffing issues. (pp. 684–688)AppendixLO1
Explain how typical club aquatics operations work and what they involve. (pp. 688–697)AppendixLO1
Identify and discuss the elements of typical tennis operations in clubs.AppendixLO1
What are the major areas of a typical club ﬁtness center?AppendixLO1
A club spa’s wet areas present what types of special risks/concerns?AppendixLO1
What qualiﬁcations and characteristics should a ﬁtness director possess? an aquatics director? a tennis director?AppendixLO1
What are the duties of a club’s ﬁtness director? aquatics director? tennis director?AppendixLO1
What types of instructional programs might a club oﬀer in ﬁtness/exercise, aquatics, and tennis?AppendixLO1
What types of special events can a club host at its aquatics facilities?AppendixLO1
What are some typical pool operation and maintenance issues?AppendixLO1
What are some typical tennis programs oﬀered at clubs?AppendixLO1
How are a club’s tennis facilities maintained?AppendixLO1
Define the functions needed to manage human resources.AppendixLO1
Explain why public jobs are scarce resources.AppendixLO1
Describe the four traditional values that underlie the conflict over public jobs.AppendixLO1
Discuss some consequences of these emergent HRM practices on state civil service reform efforts and traditional values.AppendixLO1
Describe the history of public personnel management in the United States as one of conflict and compromise among competing personnel systems and values.AppendixLO1
Explore the relationship between economic development and governance capacity, and propose an agenda for strengthening merit systems in transitional or fragile states.AppendixLO1
Identify and describe the four public personnel management functions(PADS).AppendixLO1
Why are public jobs scarce resources? What is the significance of this observation?AppendixLO1
What are the four competing values that have traditionally affected the allocation of public jobs? Which three nongovernment values that have emerged recently conflict with them?AppendixLO1
What is a personnel system?AppendixLO1
Identify and describe the four traditional competing public personnel systems. What are the two emergent antigovernment personnel systems that have recently been added to them?AppendixLO1
Why is it possible to trace the development of public personnel management as conflict and symbiosis among alternative personnel systems?AppendixLO1
How would you evaluate state civil service reform efforts in Florida, Georgia, and Texas?AppendixLO1
In what respects is the evolution of public personnel management in developing countries similar to and different from its evolution in the United States? Why?AppendixLO1
What can we learn from other countries that might help us with our own HRM issues?AppendixLO1
As responsible public administrators and public personnel managers, what can we do to promote the development of a rational and transparent government, at home and abroad?Discuss the myths and
Describe how systems affect public HRM functions in practice.AppendixLO1
Describe some design dilemmas faced in public personnel systems.AppendixLO1
Discuss contemporary HRM role expectations for elected and appointed officials, HR directors and specialists, and managers.AppendixLO1

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