Students gain insight from the real-world expertise of a successful sales management trainer and previous top producer at Coca-Cola Co. Short, easy-to-read chapters make mastering sales fundamentals easier. Sample dialogues show each technique in action, while case histories demonstrate the results. Students get a fascinating look at what makes a top salesperson.

* Provides practical examples of professional selling. * Explains how to identify and develop prospects. * Teaches readers how to hone their basic communication skills.