This proven sales guide conveys the success factors of professional acquisition work. Step by step, the individual phases of the sales process are explained and illustrated with examples – from planning to follow-up after the conversation. The author demonstrates which tools and methods are suitable for direct customer engagement and how to effectively establish contact with customers via phone, letter, email, using online tools, or in personal conversations. Especially newcomers to sales will learn how to perfect their customer acquisition with precision and purpose. New in the 3rd edition: Additional tools and methods in the acquisition process and how social media can be utilized for acquisition.