This book deals with the subject of sales, salesmanship and sales management and enquires why, how, when and who should be selling products and services to the ultimate consumer.

The objective of this book is to acquaint the reader with the knowledge and skills for a career in personal selling. The selling process today is characterized by managing the buyer-seller relationship process. Readers are expected to integrate their liberal arts experience with business education, and develop your own perspectives and skills for solving major problems facing a professional salesperson. You will learn both the short-term and lasting effects on career development.

Well-structured text explains to the students of sales management, the actual process of calling on a prospect, preparing and presenting the story plan, giving demonstrations and finally selling the desired product or service.

Although printed some time ago it is as relevant now as it was then and makes a great bench mark for future work in sales and sales management.