Making and securing a sale is a process and top sales people have a system that they follow. This book explains this system, and outlines the ten steps in the personal selling process - from prospecting for new business, right through to closing the deal. This accessible guide to the art of selling describes the options available to those wanting a career in sales and provides the tools to succeed. The authors make the point that everyone is involved in selling, and explore the impact of the sales profession on the economy. They stress the importance of listening to the customer, explain how a company's marketing and sales efforts can be maximized, and discuss the difference between selling a product and a service.They also emphasize the importance of ethics in selling: objections; closing the sale; follow-up; ethics in selling; selling of services; personal selling in business markets; and, information and communication technology. Topics covered include: Introduction to personal selling; The art of selling; Communication; Sales knowledge; Managing yourself and your time; Prospecting; Planning the sales call; and, Sales presentation methods. The book is aimed at students at tertiary institutions, but those already involved in the field of personal selling will find a wealth of invaluable information to help them hone their skills.