10 questions for Andy Taylor. (2007, November 1). 10 questions for Andy Taylor. Inc. Retrieved from

Atlas, S. (2010, February 2). Listening for buying signals. SellingPower. Retrieved from

Beals, J. (2017, May 9). The 7 entrepreneurial traits all sales professionals must have.  LinkedIn. Retrieved from

Benchmarks by sector. (2020). American Customer Satisfaction Index. Retrieved from

Bly, R. (2009, June). Everyone loves a good story. Target marketing, 32(6).

Cauley, L. (2008, July 31). AT&T:we’re all about wireless.  USA Today.

Direct selling association. (2009). About direct selling. Retrieved from

Futrell, C. (2008). Fundamentals of Selling: customers for life through service, 10th ed. New York: Mc-Graw-Hill, 55.

Goldman, M. (2020). What is the difference between outside sales and inside sales?  Tenfold. Retrieved from

Holland, P. & Brody, M. (2005). Help! Was that a career limiting move? Jenkintown, PA: CareerSkills press.

Industry Statistics. (2020). Direct Sellers Associations. Retrieved from

Jobs, S. (2005, June 12). “You’ve got to find what you love” commencement address at Stanford University, Palo Alto, CA. Stanford Report.

Johansson, A. (2018, October 23).  Does risk-taking really lead to success? That depends. Entrepreneur. Retrieved from

Kahle, D. (2016, May 19). Characteristics of a successful profession—a propensity to take risks. Sales Resource. Retrieved from

Kahle, D. (2008, April). The fours characteristics of successful salespeople. Industrial Distribution 97 (4),54.

Kinni, T. (2017, July 14). Want to be a great salesperson, start practicing this number 1 crucial skill.  Inc. 5000. Retrieved from

Manning, G., Reece, B. & Ahearne, M. (2010). Selling Today: Creating Customer Value, 11th ed. Upper Saddle River, NJ: Pearson Prentice Hall, 10

Martin, S. (2011, August 29). Are top salespeople born or made?  Harvard Business Review.  Retrieved from

McConnachie, C. (2017, February 21). 3 reasons why trust is so important in sales. Salesforce. Retrieved from

McNamara, C. (n.d.). How to start a nonprofit. Free management library. Retrieved from

MedReps. (June 22, 2018). Average salary of U.S. pharmaceutical sales representatives from 2016 to 2018 (in U.S. dollars) [Graph]. In Statista. Retrieved May 12, 2020, from

MedReps. (June 4, 2019). Average annual salaries among biotech sales representatives in the U.S. from 2016 to 2019 (in U.S. dollars) [Graph]. In Statista. Retrieved May 12, 2020, from

Michael, K. (2009, June). The most powerful tool in the sales arsenal. American Salesman, 54 (6), 3.

Multilevel marketing. (2009, June 21). INC. Retrieved from

Muoio, A. (2007, December 18). Sales School. Fast Company. Retrieved from

Porter, M. (2008, May). Six common characteristics of successful salespeople. Pro 20 (6), 33.

Quain, S. (2018, November 8). 4 types of salespeople. Chron. Retrieved from

Selling Power. (October 1, 2019). Number of salespeople of the leading direct sales companies in the United States in 2019 (in 1,000’s) [Graph]. In Statista. Retrieved May 13, 2020, from

Tanner, J., Fournier, C., Wise, J., Hollet, S. & Poujol, J. (2008). Executives’ perspectives of the changing role of the sales profession: View from France, the Unites States, and Mexico.  Journal of Business and Industrial marketing, 23(3), 193.

Van Boom, D. (2019, September 25). Apple fiends still line up for their product launches.  C/net. Retrieved from

Walters, R. (2020). B2B vs B2C sales jobs.  Robert Walters. Retrieved from

Weitz, B., Castleberry, S., & Tanner, J. (2010). Selling: Building Partnerships, 7th ed. New York: McGraw-Hill Irwin, 10.

What makes a good salesperson. (n.d.). Inc. Retrieved from


Icon for the Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International License

The Power of Selling by Dr. Michelle Clement is licensed under a Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International License, except where otherwise noted.

Share This Book