Description

Book Synopsis

Jo Owen has an outstanding track record of leading and creating businesses in the UK and Japan. Most recently he is the founder and Director of Strategy for Teach First - a not for profit initiative that takes the top graduates from UK universities and places them in inner city primary schools for two years before going on to a corporate career. He writes the leadership column for the Institute of Directors and as Director of Strategy for Teach First is shaping their Learning to Lead programme for top UK graduates. Jo is the author of the bestselling How To Manage and How to Lead.



Table of Contents

About the author

Introduction

PART ONE: THE PRINCIPLES OF SELLING

1. Preparing to succeed

2. Persuasive conversations

3. The principles and mindset of success

4. The sins of selling: how to fail

PART TWO: THE PRACTICE OF SELLING

5. Key account management

6. Relationship management

7. Bids and tenders

8. Dealing with the tough stuff

Conclusion: the sales journey

Index

How to Sell

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    A Paperback by Jo Owen

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      Book details

      Publisher Pearson Education
      Published 7/15/2010 12:00:00 AM
      ISBN-13 9780273731276
      978-0273731276
      ISBN-10 0273731270
      Also in:
      Business, Finance & Law Business and Management Customer services

      Description

      Book Synopsis

      Jo Owen has an outstanding track record of leading and creating businesses in the UK and Japan. Most recently he is the founder and Director of Strategy for Teach First - a not for profit initiative that takes the top graduates from UK universities and places them in inner city primary schools for two years before going on to a corporate career. He writes the leadership column for the Institute of Directors and as Director of Strategy for Teach First is shaping their Learning to Lead programme for top UK graduates. Jo is the author of the bestselling How To Manage and How to Lead.



      Table of Contents

      About the author

      Introduction

      PART ONE: THE PRINCIPLES OF SELLING

      1. Preparing to succeed

      2. Persuasive conversations

      3. The principles and mindset of success

      4. The sins of selling: how to fail

      PART TWO: THE PRACTICE OF SELLING

      5. Key account management

      6. Relationship management

      7. Bids and tenders

      8. Dealing with the tough stuff

      Conclusion: the sales journey

      Index

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