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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 6

Foundational Competencies

Avoid competency traps. Do not stay only where you are good at things, go out and be challenged.

—Andrew Creighton

In this chapter:
  • Understand the competency groupings used in the ASTD World-Class Sales Competency Model.
  • Learn how foundational competencies apply to all sales professionals, regardless of the job title they hold.
  • Discover the 10 most important foundational competencies in the ASTD World-Class Sales Competency Model.

Competencies are the basic building blocks of a competency model. In this case, they form the foundation of the pyramid that graphically represents the model. The foundational ...

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Publisher Resources

ISBN: 9781562865580