World Class Selling: New Sales Competencies

Table of contents

1. Cover
2. Title
3. Copyright
4. Content
5. Foreword
6. Preface
7. Executive Summary
8. Introduction
9. Chapter 1 Defining the Sales Profession
10. Chapter 2 The Power of Alignment
11. Chapter 3 A Model of World-Class Sales Competency
12. Chapter 4 Roles
13. Chapter 5 Areas of Expertise
14. Chapter 6 Foundational Competencies
15. Chapter 7 A Call to Action
16. Appendix A: Competency Dictionary
17. Appendix B: Competency-Based Assessment and Planning Tools
18. Appendix C: A History of the ASTD Competency Models
19. Appendix D: Research Methodology
20. Appendix E: Demographics and Summary of Survey Responses
21. Appendix F: Project Participants
22. Glossary
23. References
24. About the Authors
25. Index