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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

Index

Note: f represents a figure and t represents a table. ASTD 2008 World-Class Sales Competency Model,
76, 79, 243-45, 248f
A      ASTD 2008 World-Class Sales Competency Study
academia, 74-76      approach for, 3-4, 247, 249-53
accounting, 27      benefits of, vii-viii
accounts      example organization for, 35-37
     areas of expertise (AOEs) definition, 99-101,      methodology for, 4, 5, 247
          122-23      overview of, v-vi, x-xi, xxv, 35, 36f
     assessments for, 169f-71f, 199f-201f, 217t, 226t      premises of, 33-35
     importance of, 138f, 145f      purpose of, 6
acumen checklist, 17 respondent demographics for, 255-57
administrator role ASTD Models for Human Performance Improvement,
     definition ...
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Publisher Resources

ISBN: 9781562865580