Chapter 3

Question 1

Sales cycle parts:

Answer 1

1. Market research
2. Identification of prospective customers
3. Preparation
4. Introduction
5. Questioning
6. Confirm understanding
7. Selling the product/service
8. Trial close
9. Overcoming objections
10. Close
11. Asking for referrals

Question 2

Providing someone with a product or service that they want or need, charging them money for it.

Answer 2

Selling

Question 3

Commonly said to be a ‘numbers game’

Answer 3

Sales