Acknowledgements; About the author; Contents; About this book; INTRODUCTION; CHAPTER ONE Preparation and sales development; CHAPTER TWO Targeting new accounts; CHAPTER THREE Telephone and personal introductions; CHAPTER FOUR Turning interest into commitment; CHAPTER FIVE Developing a sale correctly; CHAPTER SIX The presentation; CHAPTER SEVEN The sales proposal; CHAPTER EIGHT Negotiation; CHAPTER NINE Closing the sale; CHAPTER TEN Managing your accounts and your sales performance; The 10 do's and don'ts of successful selling.

This work provides a methodology to enable readers to to test their selling skills and progress in using them. It includes models for forecasting, managing new accounts and monitoring performance. Each stage of the sales cycle is looked at and advice is offered on how to handle each one.