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by Eric M. Kerkhoff, Tim Ohai, Brian W. Lambert
World Class Selling: New Sales Competencies
Cover
Title
Copyright
Content
Foreword
Preface
Executive Summary
Introduction
Chapter 1 Defining the Sales Profession
Chapter 2 The Power of Alignment
Chapter 3 A Model of World-Class Sales Competency
Chapter 4 Roles
Chapter 5 Areas of Expertise
Chapter 6 Foundational Competencies
Chapter 7 A Call to Action
Appendix A: Competency Dictionary
Appendix B: Competency-Based Assessment and Planning Tools
Appendix C: A History of the ASTD Competency Models
Appendix D: Research Methodology
Appendix E: Demographics and Summary of Survey Responses
Appendix F: Project Participants
Glossary
References
About the Authors
Index
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