Week 5

MANAGEMENT CONTROL
WORKSHOP

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 Week 5

GENERAL INSTRUCTIONS
Once the comprehensive reading of Units I and II of the study material has
been completed, it is essential to carry out this workshop, the objective of which is
to measure the correct internalization and application of the concepts addressed in
the aforementioned units.

The development of this work is individual; workshop deliveries in

pairs or groups will not be allowed.

Specific instructions

ACTIVITY N°1

According to what has been learned about the type of Control by Results,

Requested:
a) Complete the following table, determining to which type the described goals
correspond. For this you must mark with an X in the corresponding cell
(functional, individual or divisional).

Types of goals in Results-Based Control

Goal
Individuals Functional Divisionals
The holding company CMPC has set the
following goal for the Pulp Division: "to
consolidate sales of over US$ 1,956 X
million by 2020, which in 2015 were
achieved in its 4 mills in Chile and Brazil".
The financial area of Calzados Escarpín
should "seek to access the best market
rates to manage the financing of export
projects planned for the following two X
years, and have the relevant information
available by the end of the fourth quarter
of the year".

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 Week 5

b) Develop an example of a goal, according to the type where the X is.

Types of goals in Results-Based Control

Goal
Individuals Functional Divisionals
The detergent company x
Procter and Gamble,
designed the goal for the
department dedicated to
introduce new products in
the market that, in a period
of no more than 5 months,
can position the new
detergent Dawny, within the
Chilean market.
The Pollo Stop fast food x
chain has determined that
the western sector division
will develop a promotion
according to the
socioeconomic level where
they are located, achieving a
25% increase in sales in the
near future.
The Civil Registry Service x
has set an individual goal,
for all its personnel working
in the area of identity card
renewal, to achieve greater
efficiency in the number of
people served per week,
increasing by no less than
50%.

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 Week 5

ACTIVITY N°2

Before developing the following activity, it is suggested to review the following

videos:

- Video "What is management control?", created and published by Fernando

González:

https://www.youtube.com/watch?v=C3_i381IP18

- Video on "Management Indicators", created and published by Virtual

Training Lteam:

https://www.youtube.com/watch?v=91b3REuGMTs

- Video on "Management Control", created and published by Leonardo

Pacheco Trujillo:

https://www.youtube.com/watch?v=CpvouO9uVZU

Requested:

1. Create a company, on which it will have to execute the Management

Control, identifying:
a) Organization name and title
b) Mission and Vision
c) 2 objectives that are directly related to the organization's Mission and
Vision.

Develop, using the following table:

Activity No. 2-1

Name of organization CLEAN SERVICE
Industry to which it belongs Integral Home Cleaning Santiago
Mission (30 words maximum) The mission of this organization is to
facilitate the lives of heads of
household or people who work outside
the home by providing a

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 Week 5
comprehensive, efficient, effective and
economical cleaning service, which
allows them to have more time at their
disposal.
Vision (30 words maximum) The vision is to position myself in the
field of general home services,
providing the benefits of high quality
work and to be leaders in this
business, to expand my company to
different regions.
Objective 1 To attract customers and provide a
quality service to people who work all
day or cannot perform this type of
cleaning at home due to a disability.
Objective 2 To position ourselves in the
metropolitan region, in a credible and
reliable way to expand our company to
regions.

2. According to the two Objectives of your company, created in the previous

point, determine 2 strategies to implement for the fulfillment of each one,
indicating the type.

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 Week 5

Develop, using the following table:

Activity 2-2
Objectives Strategy/type
Strategy/type
Objective 1 Market research to Statistical analysis or
establish what needs surveys of the number of
people have at home, households using the
look for a certain sector service.
of the city and make free
demonstrations.
Objective 2 Establish quality controls To hire the best
and in parallel achieve collaborators so that they
some certification that fulfill the company's
allows us to make objective and provide a
ourselves known by benefit to the user's
means of a loyalty.
communication strategy.
To be leaders and
recognized in the market
to deliver quality and
confidence to the people
who hire us.

3.
- In relation to the characteristics of your company, point out and argue: Type
of control system to be used (Argue your choice safeguarding coherence
with the proposed mission and objectives).

- 2 ideas of management indicators to be implemented to measure progress

in meeting its objectives. Ideally propose it with its respective calculation
formula. (1 indicator for each objective)

E.g.: User satisfaction indicator that provides the percentage of clients

satisfied with the service received:

(N° of satisfaction surveys with maximum service valuation / Total N° of

satisfaction surveys) * 100

Develop in 250 words maximum

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 Week 5
Taking into consideration that the company created is a company in charge of
providing a service to the inhabitants of the metropolitan region, it seems to me
that the control system by results would be the most indicated to obtain more
explicit information in relation to the operation of my company.

Considering that my company is exclusively a service company, it is better to use

the control by results, because our mission is to provide a high quality service and
innovate in the most centralized area of homes in the metropolitan region, taking
care to provide a service that is performed with quality standards, but also taking
care of the economic aspect that greatly influences the decision to hire a service of
this nature.n metropolitan region, taking care to provide a service that is performed
with quality standards, but also taking care of the economic aspect that greatly
influences the decision to hire a service of this nature. Therefore, it is essential to
reach as many households as possible in order to develop our mission to expand
our company to more parts of the country.

First Indicator

It would be to cover an amount of 15 homes per month, within which promotions

will be carried out in order to conquer the attention of our target client.

Second Indicator

Evaluate the performance of the contracted personnel, making unannounced visits

to households that have contracted the service, to learn about their experience in
hiring and satisfaction with the work performed by said personnel.
Development

A total of 35 households were surveyed where the integral home cleaning

service was contracted, of which 20 of them rated the service with the
maximum score according to the survey conducted via telephone, achieving
a 57% positive response.

20/35*100 = 57%

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Evaluation Criteria Score

Identifies the type of Divisional goal 5
Identifies the type of goal Functional 5
Describes a functional goal 8
Describes a divisional goal 8
Describes an individual goal 8
The Mission and Vision are relevant to the organization's line of business. 10
Determine 2 objectives in accordance with the Mission and Vision. 10
The two strategies for Objective 1 allow for the fulfillment of this objective. 10
The two strategies for Objective 2 allow for the fulfillment of this objective. 10
Indicate and argue the type of control system to be used. 10
The two management indicators measure progress in meeting the two objectives
(one indicator for each objective). 10
Editorial staff 2
Spelling 2
Punctuality in the delivery of the work 2
Total score 100


This activity will be evaluated by the professor of the course, so it is
suggested, for its realization, to consider the Evaluation Criteria
detailed at the end of this document.

The total score for this workshop is 100 points, and the minimum
passing score is 60 points.


DELIVERY FORMALITIES

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 Spacing: 1.15
 Format: Delivery of the workshop in Word or Excel file, with the following
name: YourFirstName_YourLastName
 Upload file to the platform

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