No activity is more vital for a company than selling. Selling enables a person to confront new challenges almost everyday. For a salesperson, everyday is an adventure. Working in personal selling, one can go from the heights of exhilaration of the depths of discouragement within forth eight hours, and climb back to the heights again the next day. This really is exciting. The book covers all aspects of Personal Selling/Salesmanship in great details and is written in simple language and style. Suitable case studies have been provided to facilitate clear understanding of the subject. Each of the eight chapters is complete with probable questions and to help students prepare for the examination. “Question Bank” has been given at the end of the book. Table of Contents Sales Management Salesmanship Scientific Selling Process Approaching a Customer and Presentation Planning and Objection Handling Methods of Closing Sale and Follow Up and Sales Training Forecasting Control of Sales Force Sales Man Power Planning, Evaluation of Salesman’s Performance etc. Cases of Personal Selling and Case Studies Probable Questions Questions bank.