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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

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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Publisher Resources

ISBN: 9781562865580