This is a book for all those involved in selling - the novice, slightly fearful of the new challenge; the experienced salesperson, always eager to improve his or her technique; the sales manager seeking better ways to motivate the sales team; and the training manager looking for fresh ideas. Enlivening the text throughout is Alfred Tack's own story, from first day as an archetypal new salesman, waiting anxiously with a bag of samples for an interview with the buyer, to head of a large business group with an international reputation as sales trainer, consultant and bestselling author. The techniques and systems described in the book reflect the combined experience of Alfred Tack himself and his senior colleagues. They add up to a simple but powerful way of achieving increased sales.