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

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5

FOUNDATIONAL COMPETENCIES

In addition to the areas of expertise (AOEs) that delineate the knowledge, skills, and expertise required for specific roles, the new ATD World-Class Sales Competency Model (WCSCM) contains 23 foundational competencies grouped into four clusters: collaboration, insight, solution, and effectiveness (Table 5-1). These foundational competencies are shared by all members of the sales profession.

Table 5-1: Foundational Competencies

Descriptions of Foundational Competencies

The following is a brief description of the foundational competencies organized in the four clusters. For a detailed summary of key actions for these ...

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