By doing this, everyone wins; these authors have made an excellent discovery in presenting this material to the reader/student.
Critique of "Stars in the Making"
For all of the attributes of Harris' article, there are some fair critiques that could be made of the article from several points-of-view. With this in mind, these critiques are offered not as a means of saying that Harris' article is not well written from several points-of-view, but rather that there are some improvements that could be made to the article from a strictly objective perspective.
To begin, while it may seem like nitpicking, the article begins with a statement to the effect that salespeople need handholding. While the spirit of this statement may be correct, the actual nature of the need is not properly revealed. Handholding implies that salespeople will be led down a path and protected from anything that will adversely affect them; true, those who lead salespeople have a responsibility to look out for their people and likewise to allow their salespeople to grow, take chances, and in some cases, fail. Not that sales leaders want their representatives to be failures, but by giving them the chance to test the waters so to speak, the aspiring salesperson can learn from their mistakes and grow as professionals. Holding their hands may not do the trick. The handholding statement is contradicted a few paragraphs later when the motivating and helping of salespeople is detailed, so perhaps it was a well intentioned, if not confusing, attempt to cover both sides of the topic.
Another critique of the article lies in the extensive, actually somewhat excessive, use of quotes from professional salespeople. While real-world accounts and experiences add depth to the article, and add credibility, the...
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