How To Sell: Sell Anything To Anyone, 1st edition

Published by Pearson Business (July 8, 2010) © 2011
Jo Owen

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

Author bios

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.

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