World Class Selling: New Sales Competencies

Preface

Now is an exciting time to be in the sales field. As the profession continues to evolve, sales professionals will find that their work is frequently redefined as organizations rethink their business strategies and objectives in the face of economic uncertainty, new opportunities, and constant change. And while these challenges may affect many organizations regardless of industry or geography, one thing is certain: Having a competent and confident sales force can help an organization grow and achieve a competitive advantage.

The tactics of professional selling are well defined. Any bookstore features shelves full of volumes on identifying opportunities, defining cost of ownership, negotiating, using closing techniques, managing time, ...