This second step in sales is about the immortal on-liner: “the offer you can not refuse.”
There are two or more views on sales. The individual view in which the professional sales representative is able to persuade the next deal. The other view is one in which corporations manage the sales process. Both sales activities have in common that the way in which this process is managed defines the success of the sales.
Large corporations that depend heavily on sales will try to select the best sales representatives. Yet this is (apparently) not enough. To be successful in sales requires a sophisticated method. And the offer you can not refuse is an important second step.