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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