Making the Sale: The Art of Salesmanship

This book is about the art of salesmanship and the art of communication. The author explains that, “Nothing happens in American business until something is sold.” He provides the fundamental elements needed in making a sale and reveals the do’s and don’ts of good selling. But he stresses that the fundamental element in making a sale is the human aspect. The salesman who takes the time to focus on the customer’s needs and preferences and who presents an agreeable personality is the salesman who will be well rewarded. The author shares many personal stories and experiences in hopes that the reader will incorporate some of them into their own sales repertoire. The last few pages of the book contain, in list form, an anatomy of selling—an invaluable tool for the person who is looking for a job as well as the person who wants to learn how to sell a product.