How did I acquire this book? For free, an old friend who's like a rubber ball when it comes to business. He kept bouncing back and is now doing brilliantly in his field. He passed on all his books to me and this is the first one of them I read.Put it on your "read it twice and make notes" list. Then read it a third time.He's engaging and delightful to read, in a charming olde worlde way. Lots of common but not so common sense. I can't think of a wasted chapter in the whole book. It's possible that it may be the only book on selling that you could need if you work for a company with a decent sales training program. Of course, if you are selling for yourself etc then you'll need other things too, and this should be on the essentials list.I'm also working through Dan Kennedy's No BS Sales Success and Moines Unlimited Selling Power-both excellent though the latter may not appeal to everyone.