Chapter 4
Roles
Be what you are. This is the first step toward becoming better than you are.
—Julius Charles Hare
In this chapter:
- Understand the difference between roles and job titles.
- Learn how roles help sales professionals address customer needs more effectively.
- Understand how roles determine what competencies and areas of expertise salespeople should develop.
Roles are not job titles but rather a term that reflects the different hats we are expected to wear in response to the fluid and constantly changing demands of the buyer-seller relationship.
As described in chapter 3, the ASTD World-Class Sales Competency Model consists ...
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