Includes Index

Includes bibliographical references

Preface -- Selling and Salesmanship -- Personal Selling and Salesmanship -- Ethics in Selling --Selling Functions -- Relationship Strategy -- Closing Sale

Salesmanship cannot be taught academically through a book or a lesson. Certain trades, accounting, shorthand, typing, and the administrative or mechanical part of business may be taught in whole or in part by book or instruction; but the practice of a professional art that is not dependent on definite rules cannot be imposed on anyone by routine or regulation. Therefore, the author desires to present the fundamentals, ethics, and principles of salesmanship in a way that he hopes will be beneficial, useful and profitable. Everything that is written is supplemented by the knowledge and experiences of people who have dedicated the majority of their lives in selling."

English