Two diary systems : 2) Improving sales representatives' efficiency

The classical view of management did not bother itself with observing what managers actually do. As set out by Henri Fayol, for instance, it laid down the logical and analytical view of management as a planning, organising, commanding, coordinating and controlling function. This view fitted in well with the claim to be the inheritors of scientific thinking. It gives a calm, rational and logical view — the well‐ordered, well‐planned and surprise‐free world.