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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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Prev
Previous Chapter
Copyright
Next
Next Chapter
Foreword
Contents
Foreword
v
Preface
vii
Executive Summary
ix
Introduction
1
Chapter 1
Defining the Sales Profession
9
Chapter 2
The Power of Alignment
19
Chapter 3
A Model of World-Class Sales Competency
29
Chapter 4
Roles
39
Chapter 5
Areas of Expertise
49
Chapter 6
Foundational Competencies
55
Chapter 7
A Call to Action
63
Appendix A: Competency Dictionary
77
Appendix B: Competency-Based Assessment and Planning Tools
127
Appendix C: A History of the ASTD Competency Models
243
Appendix D: Research Methodology
247
Appendix E: Demographics and Summary of Survey Responses
255
Appendix F: Project Participants
303
Glossary
307
References
309
About the Authors
315
Index
319
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