Malcolm McDonald is Professor of Marketing Planning at the Cranfield School of Management. Peter Morris was Manager of the Media Service Unit at the University of Sussex and now runs his own video production company in Brighton.

• Introduction, The problems associated with selling, Reaching the customer, The interview, Benefit selling, Objectives, Closing the sale.

'The amusing cartoon characters are shown in both sales and day-to-day situations, where the reader's confidence is questioned. If you want to close that sale, read on.' - Business Opportunity World, January 1996 'Reading Selling Services and Products is a half-hour well spent, an entertaining introduction to the key elements of sales.'

Malcolm McDonald is Professor of Marketing Planning at the Cranfield School of Management. Peter Morris was Manager of the Media Service Unit at the University of Sussex and now runs his own video production company in Brighton.

• Introduction, The problems associated with selling, Reaching the customer, The interview, Benefit selling, Objectives, Closing the sale.

'The amusing cartoon characters are shown in both sales and day-to-day situations, where the reader's confidence is questioned. If you want to close that sale, read on.' - Business Opportunity World, January 1996 'Reading Selling Services and Products is a half-hour well spent, an entertaining introduction to the key elements of sales.'

Malcolm McDonald is Professor of Marketing Planning at the Cranfield School of Management. Peter Morris was Manager of the Media Service Unit at the University of Sussex and now runs his own video production company in Brighton.

• Introduction, The problems associated with selling, Reaching the customer, The interview, Benefit selling, Objectives, Closing the sale.

'The amusing cartoon characters are shown in both sales and day-to-day situations, where the reader's confidence is questioned. If you want to close that sale, read on.' - Business Opportunity World, January 1996 'Reading Selling Services and Products is a half-hour well spent, an entertaining introduction to the key elements of sales.'