To discuss further more about “born” or “made”, we should have a brief idea what are characteristics of a good manager. There are two points of view about an effective sale manager’s characteristics, one is from sale managers and one is from sale representatives. In a research of Deeter-Schmelz, Goebel, and Kennedy (2008), they found that nine over eleven attributes of an effective manager are agreed by both points of view: communication and listening skills, human relations skills, organisation and time management skills, knowledge possession, coaching skills, motivational skills, honest and ethical tendencies, selling skills, leadership skills, willingness to empower, and adaptability (Deeter-Schmelz, Goebel, and Kennedy, 2008). Those skills listed above are all required an amount of time to learn, to train and to adapt them. Good managers are not born with all those characteristics, they are the one who are able to improve themselves, who are able to change every day to “make” themselves better and better.
It is suggested that managers should have
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