The salesperson first uses an indirect close, that is, attempts to get the order without actually asking for it. The salesperson may ask the prospect to state a preference from among a limited number of choice(as to models, delivery dates, order size, or the like), so phrasing the question that all possible responses are in the salesperson's favor except for one: none at all.” Or the salesperson may summarize, emphasizing features that visibly impress the prospect, showing how the reasons for the purchase out weigh those opposed to it. Then the salesperson pauses for the prospect's response, which is expected to be, Go ahead and write the order.” Sometimes, the extra push may be a concession that makes the sale.

A broader definition of the term is sometimes used, especially in the field of economics In this usage, an Entrepreneur is an entity which has the ability to find and act upon opportunities to translate inventions or technology into new products: "The entrepreneur is able to recognize the commercial potential of the invention and organize the capital, talent, and other resources that turn an invention into a commercially viable innovation." 5 In this sense, the term "Entrepreneurship" also captures innovative activities on the part of established firms, in addition to similar activities on the part of new businesses.

Because startups that go through incubators have a 90 percent success rate, entrepreneurs are drawn to them for good reasons. After all, they were extremely interested in shortening their sales cycle, reducing the ramp up time for new hire sales reps and driving revenue growth. Consequently, selling effectiveness hinges on the salesperson's ability to practice adaptive selling and exploit this unique opportunity. He is chair of the Department of Sociology and Adjunct Professor of Strategy and Entrepreneurship, in the Kenan Flagler Business School and a Faculty Research Associate in the Strategy Area of the Duke University Fuqua School of Business.

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