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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 5

Areas of Expertise

An expert is someone who knows some of the worst mistakes that can be made in his or her field, and how to avoid them.

—Werner Karl Heisenberg

In this chapter:
  • Learn which specific technical and professional skills are required of sales professionals.
  • Understand how areas of expertise (AOEs) go above and beyond foundational competencies.
  • See how AOEs vary in importance depending on the role being played by the sales professional.

How is the sales profession different from other professions? The middle section of the ASTD World-Class Sales Competency Model (see figure 5-1) comprises areas of expertise, ...

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Publisher Resources

ISBN: 9781562865580