1) Marketing policy : This policy deals with such matters as advertising and sales promotion
techniques, pricing the product, channel of distribution, commission, discounts, placement, train-
ing, remuneration promotion, appraisal of performance etc. of the personnel.
2) Financial policy : This relates to the procurement of funds, source of finance, management of
earning etc.
c) Organisational Frame work: Top management determines the organisational structure for
the purpose of executing the plans that have been laid down. Execution of plans is necessary to
carry out the objectives and policies.
d) Assemble the Resources : For the purpose of executing the plans, the resources of men,
machines, materials and money have to be assembled. This again is the task of top management.
e) Control the operations through organisation : Controls the top management regarding
operations through budgets, cost and statistical quality control and accounting devices.
7.5 ROLE AND RESPONSIBILITY OF MIDDLE LEVEL MANAGEMENT: Middle management consists of
departmental, divisional or sectional heads and other ex-
ecutive officers attached to the different departments. This level of management is responsible for
implementing the policies and plans decided by the top management. Middle management comes
between the top management and the supervisory management. According to
Mary C. Niles, middle managers have pressures from the corners, viz., (a) from above by his chief in top manage-
ment with whose ideas, policies and attitudes he must agree (b) from below by the supervisors
who press for counsel guidelines, decisions etc. and (c) sideways by colleagues whose depart-
ments or functions or activities are interrelated with its own.
7.6 FUNCTIONS OF MIDDLE LEVEL MANAGEMENT: According to
Mary C. Niles middle management acts with and under the top management
to accomplish who following broad objectives of administration.
i) To execute the various functions of organisations, so that the top management gets enough
time to look after their responsibilities.
2) To co-operate among themselves, will the top management and the supervisors so that the
organisation functions smoothly.
3) To understand the interlocking of departments in major policies.
4) To achieve co-ordination between the different parts of the organisation
5) To develop and train employees in the organisation for better functioning and for filling up
vacancies that may arise in future.
6) To build company spirit where all are working to provide a product or survice wanted by the
public.
