The sales structure is composed of flexible steps and tactics that are visible, logical, and repeatable. The rep learns to obey the rules of the structure without appearing canned or rehearsed but instead authentic and polished. The structured sales cycle works. It works for both short and long term sales cycles, with simple and complex products, with senior executives, middle management, and casual buyers, on the phone, face-to-face, in groups, and in any industry. The point is: The structured sales cycle is universal.