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Abstract

Rafferty Goldstone, the protagonist of this HBR case study, was one of Bulwark Securities' hottest sales reps, but he dreamed of management. So he was elated when he was chosen to fill a manager's slot that had opened up on the East Coast. Now, six months later, he's in deep trouble and doesn't know where to turn for help. But who's responsible for Goldstone's floundering? And can anything be done to direct him down the right path? In 96106 and 96106Z, commentators Thomas O Jones, Mary Jo Bitner, Eric Hanselman, Christopher A. Swan, Teresa A. Swartz, and Terri Capatosto offer advice on this fictional case study.

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Abstract

Rafferty Goldstone, the protagonist of this HBR case study, was one of Bulwark Securities' hottest sales reps, but he dreamed of management. So he was elated when he was chosen to fill a manager's slot that had opened up on the East Coast. Now, six months later, he's in deep trouble and doesn't know where to turn for help. But who's responsible for Goldstone's floundering? And can anything be done to direct him down the right path? In 96106 and 96106Z, commentators Thomas O Jones, Mary Jo Bitner, Eric Hanselman, Christopher A. Swan, Teresa A. Swartz, and Terri Capatosto offer advice on this fictional case study.

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