Kastamonu University

What is the personal selling process? What the seller should do before meeting with the customer, the knowledge about the product, the information about the customers, the knowledge about the competitors should be done and of course there are things that need to be done after the sale in the three sales process.

In modern organization theory, he talks about the change of the corporate approach according to the environmental conditions and the effects of the environment on the management. It focuses on the studies carried out: Burns and Stalker study, Lawrence and lorsh study, Emery and Trist study, James Thompson study, Robert Duncan study is given information.

The modern organizational theory is divided into two. These are systems theory and contingency theory. systems theory talks about what system classifications are. There are two factors that affect the contingency theory. technology and environment In this note, we talked about the effects of technology on management and the work done. Made works; Woodward study, Aston group study, Tavistock institute studies, James Thompson classification of basic technologies, Charles Perrow routine and non-rou...

Neo-classical management thought, which is the second period within the scientific management period, is explained. Hawthorne studies are described. It focuses on which studies were carried out during this period. Studies; Douglas Mcgregor and X and Y theory, George Homans human group approach, Chris Argyris maturation theory, Maslow needs theory, Herzberg's double factor theory, Rensis Likert management systems approach studies are explained.

Who is Henry Fayol, who developed the management process approach, which is the second in classical management thought, and what has he developed for management. There are 4 basic principles. These should be the functions of the business, the functions of the management, 14 management principles and the characteristics of the manager.

In this document, the industrial revolution is explained and the effects of the industrial revolution on the administration are mentioned. Classical management thought, which is the first of the scientific management approaches, is explained and what his thinker Frederick W. Taylor did and his life is mentioned.