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How to Sell de Jo Owen

How to Sell

Autor Jo Owen
en Limba Engleză Paperback – 7 iul 2010

"W"e all have to sell every day we sell ideas, agendas, priorities. Our ability to do this is crucial to our success in and out of work.

"How to Sell" is the definitive book on selling. High on practice, low on theory, it demystifies the sales process. Keeping things simple, it distils selling into four core parts:

  • You your image, your approach.
  • The conversation the art of persuasion.
  • The relationship how to nurture professional relationships.
  • Your network how to grow from one relationship to the next.

"How to Sell" will teach readers the art of persuasion, relationship management, networking and personal impact skills nobody can do without. " " "

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Specificații

ISBN-13: 9780273731276
ISBN-10: 0273731270
Pagini: 259
Ilustrații: Illustrations
Dimensiuni: 137 x 213 x 18 mm
Greutate: 0.35 kg
Ediția:1
Editura: Prentice Hall Business Publishing
Locul publicării:Harlow, United Kingdom

Descriere

We all have to sell – every day we sell ideas, agendas, priorities. Our ability to do this is crucial to our success in and out of work.
How to Sell is the definitive book on selling. High on practice, low on theory, it demystifies the sales process. Keeping things simple, it distils selling into four core parts:
  • You – your image, your approach.
  • The conversation – the art of persuasion.
  • The relationship – how to nurture professional relationships.
  • Your network – how to grow from one relationship to the next.
How to Sell will teach readers the art of persuasion, relationship management, networking and personal impact – skills nobody can do without.

Cuprins

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

Notă biografică

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.

Textul de pe ultima copertă

JO OWEN practises what he preaches. Aside from his sales practice, he is the co-founder of four national charities, including Teach First which is now one of the top 10 graduate recruiters in the UK. He was a partner at Accenture, built a business in Japan and is now the managing partner of the Leadership Partnership.
 
He is the author of several management best sellers, including How to Lead and How to Manage. In his teaching and writing he has already helped over 100,000 managers and sales people become more effective.
 
He has featured on CNN and the BBC, in The Wall Street Journal and the Financial Times, and has presented two television series on leadership.  He is in demand as a speaker and can be contacted at Speakers for Business.