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Thanks to corporate wrongdoing and an economic downturn that seems to have wiped out the advances of the past decade, companies worldwide are finding the sales environment more challenging than ever. Budget cutbacks have combined with consumer mistrust to create a selling environment replete with landmines. Commoditization and brutal price competition make this environment feel hostile and cold. As a result, the necessary skill set for salespeople in 2010 is completely different than it was fifteen, or even ten, years ago
Implementing the ASTD World-Class Sales Competency Model
Jennifer J. Salopek