the world. "The Selling Process,"
companion book to "Certain Success," shows the master _professional_
salesman at work, getting orders with _assurance_.

[Sidenote: Hard Study Necessary]

The fact that you have proceeded thus far in reading "Certain Success"
proves you have an earnest purpose to make the most of your present
opportunity to learn _how_ to succeed with certainty. We will assume
that you have developed your individual ability pretty fully, and that
you know where there is a field for such services as you are sure you
could render if afforded the chance. Surely, then, your ambition in
life, whatever it may be, is a sufficient incentive to the most thorough
study of the principles and methods of successful salesmanship. Do not
merely _read_ this set of books. MASTER "Certain Success" and "The
Selling Process" to make yourself the master of your own destiny.

Again and again, lest at any time while you study you might fall below
100% in _absolute assurance_, you will read in these chapters the
assertion that your success can be made _certain_. This statement is not
an exaggeration. It is necessary that you accept it literally throughout
your reading of this set of books. Do not take it "with a grain of
salt." The taste of the declaration that the selling process makes
success sure will become familiar after these many repetitions. Realize
when you come upon the repeated idea as you proceed with your study that
your continued reading should frequently be reenforced by a steadily
growing conviction that you _are_ mastering the sure way to succeed. You
believe in yourself more than you did when you began to read this book.
This increasing faith should develop to complete confidence when you
have dug _into_ the text of both "Certain Success" and "The Selling
Process," and have dug _out_ every idea in the twenty-four chapters.

[Sidenote: Salesmanship Not a Science But an Art]

At the outset of your present study comprehend that salesmanship is not
a _science_. Rather, it is an _art_. Like every other art, however, it
has a _related_ science. Selling is a _process. Knowledge about the
principles and methods_ that make the process most effective is the
related _science_. But such knowledge supplies only the best foundation
for building success by the _actual practice_ of most effective
salesmanship. The master salesman practices the scientific principles
and methods he has learned until the _skillful use_ of