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Creating In-House Sales Training and Development Programs : A Competency-Based Approach to Building Sales Ability

Creating In-House Sales Training and Development Programs : A Competency-Based Approach to Building Sales Ability

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Описание
Although the new millennium has ushered in an era of emphasis on e-commerce and globalization, trained sales professionals are still in demand. And developing them has never been more important. Many organizations lack a strategy and a structure for hiring, training, and developing sales professionals. This book provides a systematic framework and customizable approach to addressing this important organizational need. The case studies, lessons learned, and suggested development activities provide input from successful sales professionals that allows readers to gain valuable insight for improving the performance of their own sales organizations.