World-class Selling
New Sales Competencies
Published on 16. October 2009
Book
Paperback/Softback
272 pages
978-1-56286-558-0 (ISBN)
Description
World Class Selling delivers the latest research-based criteria for sales teams interested in selling more effectively against an ever-changing business environment. Used as a guide, sales leaders can use this title as a foundation to build or reorganize sales processes and sales people. This resource is best used for professionals (employees or consultants) working with or within the sales organization who have influence on the structure, processes, policies, and culture of the sales team and the sales and service culture of the organization. Included in the text is the data-driven documentation needed to properly and confidently position sales resources and operations to achieve greater results.
More details
Language
English
Place of publication
Englewood Cliffs, NJ
United States
Publishing group
American Society for Training & Development
Target group
Professional and scholarly
Dimensions
Height: 215 mm
Width: 279 mm
ISBN-13
978-1-56286-558-0 (9781562865580)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Persons
Brian W. Lambert is the director of ASTD's Sales Training Drivers, where he works with internal and external clients to create relevant content, tools, and resources for sales trainers and sales managers. Brian lives in Washington DC, USA. Tim Ohai is president of Growth & Associates, a consulting association that focuses on the people dynamics of change, both organizationally and personally. His expertise includes sales performance, executive coaching, and developing the talent pipeline. Tim lives San Francisco, California, USA Eric Kerkhoff is account manager for Hewlett-Packard Company where he is responsible for helping clients leverage information technology to reduce cost, mitigate risk, and successfully respond to market conditions. Eric lives in Washington DC, USA.
Content
Ch. 1: Introduction; Ch. 2: Defining the Sales Profession; Ch. 3: The Power of Alignment; Ch. 4: A Model of World-Class Sales Competency; Ch. 5: New Sales Roles; Ch. 6: New Sales Areas of Expertise; Ch. 7: Foundational Competencies for Sales; Ch. 8: A Call to Action; Appendices/Index.