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World Class Selling: New Sales Competencies
book

World Class Selling: New Sales Competencies

by Brian W. Lambert, Tim Ohai, Eric M. Kerkhoff
June 2009
Intermediate to advanced content levelIntermediate to advanced
272 pages
10h 6m
English
Association for Talent Development
Content preview from World Class Selling: New Sales Competencies

Appendix B

Competency-Based Assessment and Planning Tools

We hope that the preceding pages have given you a better understanding of the competencies for sales professionals and their applications. To help you apply this new knowledge to your own circumstances, we have developed several illustrative tools:

  • Worksheet B1. Self-Assessment Inventory
  • Worksheet B2. Peer and Leader Assessment Inventory
  • Worksheet B3. Summary of Results
  • Worksheet B4. Development Planning Tool
  • Worksheet B5. Learning Contract
  • Worksheet B6. Sales Team Analysis Tool
  • Worksheet B7. Sales Training Diagnostic.

You can use worksheets B1, B2, and B3 to create a 180- or 360-degree assessment of your strengths and development needs for use within the sales profession. ...

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Publisher Resources

ISBN: 9781562865580