How to Sell

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.

• About the authorIntroduction  PART ONE: THE PRINCIPLES OF SELLING1. Preparing to succeed2. Persuasive conversations3. The principles and mindset of success 4. The sins of selling: how to fail  PART TWO: THE PRACTICE OF SELLING5. Key account management6. Relationship management7. Bids and tenders8. Dealing with the tough stuff  Conclusion: the sales journeyIndex

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