Book description
World-Class Selling delivers the latest research-based criteria for sales teams interested in selling more effectively against an ever-changing business environment. Sales leaders can use this title as a foundation to build or reorganize sales processes and sales people. Professionals (employees or consultants) working with or within the sales organization who have influence on the structure, processes, policies, and culture of the sales team and the sales and service culture of the organization will find this book an invaluable resource. Included in the text is the data-driven documentation needed to properly and confidently position sales resources and operations to achieve greater results.
Table of contents
- 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
Product information
- Title: World Class Selling: New Sales Competencies
- Author(s):
- Release date: June 2009
- Publisher(s): Association for Talent Development
- ISBN: 9781562865580
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