How important is time and territory management in selling? When closing a sale, does it actually come down to the 'art' of persuasion or the science of persuasion? Are there specific steps to successful selling?

Achieving excellence in selling: A South African Approach 3e is for any sales person, selling any product, through any medium. An empowering 'how-to' guide, Achieving excellence in selling will help you to maximise your sales potential. Find out all there is to know about expertly approaching the sale, closing it, and following it up. This new edition features:

• A step-by-step approach that will carefully guide you through every aspect of the sale
• More than 60 practical illustration boxes, providing snapshots of how to apply sales and marketing theory in real life
• Numerous case studies (including more than 20 brand new ones) that will help you to unravel the relevant practical issues
• Outcomes-based review and discussion questions at the end of every chapter to reinforce your understanding of the chapter
• Explicit links to the requirements of the Services SETA through the learning objectives ensuring curriculum coverage.

Achieving excellence in selling is required reading for anyone wanting to attain selling excellence.