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Success in Selling: Developing a World-Class Sales Ecosystem by Reza Sisakhti

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APPENDIX A

AREAS OF EXPERTISE DICTIONARY

The new ATD World-Class Sales Competency Model (WCSCM) defines 12 areas of expertise (AOEs). These AOEs are grouped together and aligned to the three major role categories in the sales ecosystem:

1.   Sales Force

2.   Sales Management and Leadership

3.   Sales Enablement

Table A-1: The 12 AOEs and Their Aligned Sales Roles

Each AOE consists of five components:

1.   AOE Title and Definition—identifies the AOE

2.   Key Knowledge Areas—various knowledge areas that are critical to successful performance on the job

3.   Key Skills—critical skills needed to perform various tasks related to the AOE

4.   Key Actions ...

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