to most readers, are not
mere personal theories. They all have been demonstrated and tested in
actual practice during my twelve years experience as Commercial and
General Sales Manager of the Ford Motor Company. Under my direction in
the course of that period Ford sales were multiplied one hundred
thirty-two times--from 6,181 to 815,912 cars a year. The fundamental
principles and methods that I have tested and proved to be most
successful in selling automobiles and good will should work equally well
in any profession, or business, or trade; and for any normal,
intelligent man or woman who uses them continually.

[Sidenote: Dollars and Cents Value]

Since the first publication of "The Selling Process" thousands of
enthusiastic readers of the book have voluntarily borne witness to its
practical, dollars-and-cents value to them in their daily work.
Preachers, doctors, lawyers, bank officials, clerks, book-keepers,
mechanics, laborers; as well as business executives and sales managers
and salesmen--men and women in scores of widely different
vocations--unite in testifying to their increased earning power and
fuller satisfaction in living and working. They credit these results to
their study and continued use of "The Selling Process." The value of
that book will be at least doubled by the supplemental reading of
"Certain Success." Therefore the two are now published as a set of
working tools for any ambitious man or woman who is resolved to _earn_
success.

NORVAL A. HAWKINS

Majestic Building,
Detroit, Michigan.




CHAPTER I

_The Universal Need For Sales Knowledge_


[Sidenote: Analysis of Secret of Certain Success]

The Secret of Certain Success has four principal elements. It comprises:

(1) Knowing how to sell

(2) The true idea

(3) Of one's best capabilities

(4) In the right market or field of service.

_Your_ success will be in direct proportion to your thorough knowledge
and continual use of _all four parts_ of the whole secret. No matter how
great your