Question 1. How is selling to a business different from selling to a consumer? What is the difference in personnel involved and the selling process? How can the sale of consumer products also be considered business-to-business selling?
Question 2. How is the sales process different in the different stages of the product lifecycle? How is the sales process for complex products different from the sales process for basic products? Why do different products require different sales interaction and involvement?
Question 3. Closing: Why is closing the sale important? When would you use the different types of closing? How might selecting the wrong approach adversely affect the close? Give example. If a closing is not effective, what are your options?