"Stars in the Making"

Paper Summary:

This paper discusses sales and marketing management, from the point of view of "Stars in the Making", an article written by Elana Harris in 2001. The paper summarizes Harris' article and describes its relevance to sales management. The paper then provides a critique of the article and provides some suggestions for improving it.

Table of Contents:
A Summary of "Stars in the Making"
Relevance of "Stars in the Making"
A Critique of "Stars in the Making"
Suggested Changes to Harris' Article

From the Paper:

"In Harris' article, she makes the point that there are ways to mentor, motivate, and lead new salespeople to their full potential as salespeople; this point is cleverly proven by success stories from such luminary companies as Bausch & Lomb and others. Perhaps the most important message that Harris puts forth in "Stars in the Making" is that training, motivation and development of the skills needed for overcoming challenges are keys to the growth of salespeople over the long term. Because of this, Harris continues, sales managers must be coaches or mentors to their team members as well."

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