Success in selling : developing a world-class sales ecosystem

Success in selling developing a world-class sales ecosystem

Success in Selling: Developing a World-Class Sales Ecosystem presents timely research on key trends reshaping today’s sales profession and introduces the new ATD World-Class Sales Competency Model. An indispensable reference for assembling a world-class sales force, Success in Selling offers a signi...

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Detalles Bibliográficos
Otros Autores: Sisakhti, Reza, author (author)
Formato: Libro electrónico
Idioma:Inglés
Publicado: Alexandria, Virginia : ATD Press [2016]
Edición:1st edition
Materias:
Sales management.
Ver en Biblioteca Universitat Ramon Llull:https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009629681406719
Tabla de Contenidos:
  • Intro
  • Title Page
  • Copyright
  • CONTENTS
  • Preface
  • Acknowledgments
  • Introduction
  • 1. Value Proposition for the New ATD WCSCM
  • 2. Key Trends Shaping the Sales Profession
  • 3. Overview of the New ATD WCSCM
  • 4. Areas of Expertise
  • 5. Foundational Competencies
  • 6. How Organizations Can Use the New Model
  • 7. How Individuals Can Use the New Model
  • 8. Adapting the WCSCM to Your Organization
  • Appendix A: Areas of Expertise Dictionary
  • Appendix B: Foundational Competencies Dictionary
  • Appendix C: Research Methodology
  • Appendix D: Validation Survey Results-Demographics and Summary
  • Appendix E: Tools for Organizations to Conduct Competency Assessment
  • Appendix F: Tools for Organizations to Build Hiring Guides
  • Appendix G: Tools and Templates for Individuals to Use the ATD WCSCM
  • References
  • Project Team
  • About the Author.

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