{"id":247,"date":"2022-02-02T17:27:10","date_gmt":"2022-02-02T22:27:10","guid":{"rendered":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/?post_type=chapter&p=247"},"modified":"2022-02-02T17:30:32","modified_gmt":"2022-02-02T22:30:32","slug":"references-2","status":"publish","type":"chapter","link":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/chapter\/references-2\/","title":{"raw":"References","rendered":"References"},"content":{"raw":"

10 questions for Andy Taylor. (2007, November 1). 10 questions for Andy Taylor.\u00a0Inc<\/em>. Retrieved from\u00a0https:\/\/www.inc.com\/magazine\/20071101\/10-questions-for-andy-taylor.html?cid=search<\/a><\/p>\r\n

Atlas, S. (2010, February 2). Listening for buying signals.\u00a0SellingPower<\/em>. Retrieved from\u00a0https:\/\/www.sellingpower.com\/2010\/02\/02\/5350\/listening-for-buying-signals<\/a><\/p>\r\n

Beals, J. (2017, May 9). The 7 entrepreneurial traits all sales professionals must have.\u00a0\u00a0LinkedIn<\/em>. Retrieved from\u00a0https:\/\/www.linkedin.com\/pulse\/7-entrepreneurial-traits-all-sales-professionals-must-jeff-beals<\/a><\/p>\r\n

Benchmarks by sector. (2020).\u00a0American Customer Satisfaction Index.<\/em>\u00a0Retrieved from\u00a0https:\/\/www.theacsi.org\/acsi-benchmarks\/benchmarks-by-sector<\/a><\/p>\r\n

Bly, R. (2009, June). Everyone loves a good story.\u00a0Target marketing, 32<\/em>(6).<\/p>\r\n

Cauley, L. (2008, July 31). AT&T:we\u2019re all about wireless.\u00a0\u00a0USA Today.\u00a0<\/em>http:\/\/www.usatoday.com\/tech\/wireless\/phones\/2008-07-31-att-iphone-stephenson-<\/a>apple_N.htm?csp=34<\/a><\/p>\r\n

Direct selling association. (2009). About direct selling. Retrieved from\u00a0http:\/\/www.dsa.org\/aboutselling\/what<\/a><\/p>\r\n

Futrell, C. (2008). Fundamentals of Selling: customers for life through service, 10th ed. New York: Mc-Graw-Hill, 55.<\/p>\r\n

Goldman, M. (2020). What is the difference between outside sales and inside sales?\u00a0\u00a0Tenfold.\u00a0<\/em>Retrieved from\u00a0https:\/\/www.tenfold.com\/sales-coaching\/difference-outside-sales-inside-sales\/<\/a><\/p>\r\n

Holland, P. & Brody, M. (2005). Help! Was that a career limiting move? Jenkintown, PA: CareerSkills press.<\/p>\r\n

Industry Statistics. (2020). Direct Sellers Associations. Retrieved from\u00a0https:\/\/www.dsa.ca\/industry-statistics-and-research\/<\/a><\/p>\r\n

Jobs, S. (2005, June 12). \u201cYou\u2019ve got to find what you love\u201d commencement address at Stanford University, Palo Alto, CA.\u00a0Stanford Report<\/em>.<\/p>\r\n

Johansson, A. (2018, October 23).\u00a0 Does risk-taking really lead to success? That depends.\u00a0Entrepreneur.<\/em>\u00a0Retrieved from\u00a0https:\/\/www.entrepreneur.com\/article\/321175<\/a><\/p>\r\n

Kahle, D. (2016, May 19). Characteristics of a successful profession\u2014a propensity to take risks.\u00a0Sales Resource.<\/em>\u00a0Retrieved from\u00a0https:\/\/www.thesalesresourcecenter.com\/2016\/05\/characteristics-of-a-successful-professional-a-propensity-to-take-risks\/<\/a><\/p>\r\n

Kahle, D. (2008, April). The fours characteristics of successful salespeople.\u00a0Industrial Distribution 97 (4),<\/em>54.<\/p>\r\n

Kinni, T. (2017, July 14). Want to be a great salesperson, start practicing this number 1 crucial skill.\u00a0 Inc. 5000.<\/em>\u00a0Retrieved from\u00a0https:\/\/www.inc.com\/theodore-kinni\/wanna-be-a-great-salesperson-start-practicing-this.html<\/a><\/p>\r\n

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

Martin, S. (2011, August 29). Are top salespeople born or made?\u00a0 Harvard Business Review.\u00a0 Retrieved from\u00a0https:\/\/hbr.org\/2011\/08\/are-top-salespeople-born-or-ma<\/a><\/p>\r\n

McConnachie, C. (2017, February 21). 3 reasons why trust is so important in sales.\u00a0Salesforce.<\/em>\u00a0Retrieved from\u00a0https:\/\/www.salesforcesearch.com\/blog\/httpwww-salesforcesearch-combid1563513-reasons-why-trust-is-so-important-in-sales\/<\/a><\/p>\r\n

McNamara, C. (n.d.). How to start a nonprofit.\u00a0Free management library<\/em>. Retrieved from\u00a0https:\/\/managementhelp.org\/startingorganizations\/start-nonprofit.htm#anchor123456<\/a><\/p>\r\n

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\u00a0https:\/\/www-statista-com.libsecure.camosun.bc.ca:2443\/statistics\/967423\/pharmaceutical-sales-salaries-us\/<\/a><\/p>\r\n

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\u00a0https:\/\/www-statista-com.libsecure.camosun.bc.ca:2443\/statistics\/967378\/biotech-sales-representative-salaries-us\/<\/a><\/p>\r\n

Michael, K. (2009, June). The most powerful tool in the sales arsenal.\u00a0American Salesman, 54<\/em>\u00a0(6), 3.<\/p>\r\n

Multilevel marketing. (2009, June 21). INC. Retrieved from\u00a0https:\/\/www.inc.com\/encyclopedia\/multilevel-marketing.html<\/a><\/p>\r\n

Muoio, A. (2007, December 18). Sales School. Fast Company. Retrieved from\u00a0http:\/\/www.fastcompany.com\/magazine\/19\/one.html?page=0%2C2<\/a><\/p>\r\n

Porter, M. (2008, May). Six common characteristics of successful salespeople.\u00a0Pro 20 (6),<\/em>\u00a033.<\/p>\r\n

Quain, S. (2018, November 8). 4 types of salespeople. Chron. Retrieved from\u00a0https:\/\/smallbusiness.chron.com\/4-types-salespeople-33679.html<\/a><\/p>\r\n

Selling Power. (October 1, 2019). Number of salespeople of the leading direct sales companies in the United States in 2019 (in 1,000\u2019s) [Graph]. In Statista. Retrieved May 13, 2020, from\u00a0https:\/\/www-statista-com.libsecure.camosun.bc.ca:2443\/statistics\/961810\/number-of-salespeople-of-the-leading-direct-sales-companies-us\/<\/a><\/p>\r\n

Tanner, J., Fournier, C., Wise, J., Hollet, S. & Poujol, J. (2008). Executives\u2019 perspectives of the changing role of the sales profession: View from France, the Unites States, and Mexico.\u00a0\u00a0Journal of Business and Industrial marketing, 23<\/em>(3), 193.<\/p>\r\n

Van Boom, D. (2019, September 25). Apple fiends still line up for their product launches.\u00a0\u00a0C\/net.\u00a0<\/em>Retrieved from\u00a0https:\/\/www.cnet.com\/news\/apple-fiends-still-line-up-for-iphone-launches-good-for-them\/<\/a><\/p>\r\n

Walters, R. (2020). B2B vs B2C sales jobs.\u00a0 Robert Walters. Retrieved from\u00a0https:\/\/www.robertwalters.cn\/career-advice\/B2B-vs-B2C-sales-jobs.html<\/a><\/p>\r\n

Weitz, B., Castleberry, S., & Tanner, J. (2010).\u00a0Selling: Building<\/em>\u00a0Partnerships,<\/em>\u00a07th<\/em>\u00a0ed.<\/em>\u00a0New York: McGraw-Hill Irwin, 10.<\/p>\r\n

What makes a good salesperson. (n.d.).\u00a0Inc.<\/em>\u00a0Retrieved from\u00a0https:\/\/www.inc.com\/ss\/what-makes-great-salesperson<\/a><\/p>","rendered":"

10 questions for Andy Taylor. (2007, November 1). 10 questions for Andy Taylor.\u00a0Inc<\/em>. Retrieved from\u00a0https:\/\/www.inc.com\/magazine\/20071101\/10-questions-for-andy-taylor.html?cid=search<\/a><\/p>\n

Atlas, S. (2010, February 2). Listening for buying signals.\u00a0SellingPower<\/em>. Retrieved from\u00a0https:\/\/www.sellingpower.com\/2010\/02\/02\/5350\/listening-for-buying-signals<\/a><\/p>\n

Beals, J. (2017, May 9). The 7 entrepreneurial traits all sales professionals must have.\u00a0\u00a0LinkedIn<\/em>. Retrieved from\u00a0https:\/\/www.linkedin.com\/pulse\/7-entrepreneurial-traits-all-sales-professionals-must-jeff-beals<\/a><\/p>\n

Benchmarks by sector. (2020).\u00a0American Customer Satisfaction Index.<\/em>\u00a0Retrieved from\u00a0https:\/\/www.theacsi.org\/acsi-benchmarks\/benchmarks-by-sector<\/a><\/p>\n

Bly, R. (2009, June). Everyone loves a good story.\u00a0Target marketing, 32<\/em>(6).<\/p>\n

Cauley, L. (2008, July 31). AT&T:we\u2019re all about wireless.\u00a0\u00a0USA Today.\u00a0<\/em>http:\/\/www.usatoday.com\/tech\/wireless\/phones\/2008-07-31-att-iphone-stephenson-<\/a>apple_N.htm?csp=34<\/a><\/p>\n

Direct selling association. (2009). About direct selling. Retrieved from\u00a0http:\/\/www.dsa.org\/aboutselling\/what<\/a><\/p>\n

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

Goldman, M. (2020). What is the difference between outside sales and inside sales?\u00a0\u00a0Tenfold.\u00a0<\/em>Retrieved from\u00a0https:\/\/www.tenfold.com\/sales-coaching\/difference-outside-sales-inside-sales\/<\/a><\/p>\n

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

Industry Statistics. (2020). Direct Sellers Associations. Retrieved from\u00a0https:\/\/www.dsa.ca\/industry-statistics-and-research\/<\/a><\/p>\n

Jobs, S. (2005, June 12). \u201cYou\u2019ve got to find what you love\u201d commencement address at Stanford University, Palo Alto, CA.\u00a0Stanford Report<\/em>.<\/p>\n

Johansson, A. (2018, October 23).\u00a0 Does risk-taking really lead to success? That depends.\u00a0Entrepreneur.<\/em>\u00a0Retrieved from\u00a0https:\/\/www.entrepreneur.com\/article\/321175<\/a><\/p>\n

Kahle, D. (2016, May 19). Characteristics of a successful profession\u2014a propensity to take risks.\u00a0Sales Resource.<\/em>\u00a0Retrieved from\u00a0https:\/\/www.thesalesresourcecenter.com\/2016\/05\/characteristics-of-a-successful-professional-a-propensity-to-take-risks\/<\/a><\/p>\n

Kahle, D. (2008, April). The fours characteristics of successful salespeople.\u00a0Industrial Distribution 97 (4),<\/em>54.<\/p>\n

Kinni, T. (2017, July 14). Want to be a great salesperson, start practicing this number 1 crucial skill.\u00a0 Inc. 5000.<\/em>\u00a0Retrieved from\u00a0https:\/\/www.inc.com\/theodore-kinni\/wanna-be-a-great-salesperson-start-practicing-this.html<\/a><\/p>\n

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

Martin, S. (2011, August 29). Are top salespeople born or made?\u00a0 Harvard Business Review.\u00a0 Retrieved from\u00a0https:\/\/hbr.org\/2011\/08\/are-top-salespeople-born-or-ma<\/a><\/p>\n

McConnachie, C. (2017, February 21). 3 reasons why trust is so important in sales.\u00a0Salesforce.<\/em>\u00a0Retrieved from\u00a0https:\/\/www.salesforcesearch.com\/blog\/httpwww-salesforcesearch-combid1563513-reasons-why-trust-is-so-important-in-sales\/<\/a><\/p>\n

McNamara, C. (n.d.). How to start a nonprofit.\u00a0Free management library<\/em>. Retrieved from\u00a0https:\/\/managementhelp.org\/startingorganizations\/start-nonprofit.htm#anchor123456<\/a><\/p>\n

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\u00a0https:\/\/www-statista-com.libsecure.camosun.bc.ca:2443\/statistics\/967423\/pharmaceutical-sales-salaries-us\/<\/a><\/p>\n

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\u00a0https:\/\/www-statista-com.libsecure.camosun.bc.ca:2443\/statistics\/967378\/biotech-sales-representative-salaries-us\/<\/a><\/p>\n

Michael, K. (2009, June). The most powerful tool in the sales arsenal.\u00a0American Salesman, 54<\/em>\u00a0(6), 3.<\/p>\n

Multilevel marketing. (2009, June 21). INC. Retrieved from\u00a0https:\/\/www.inc.com\/encyclopedia\/multilevel-marketing.html<\/a><\/p>\n

Muoio, A. (2007, December 18). Sales School. Fast Company. Retrieved from\u00a0http:\/\/www.fastcompany.com\/magazine\/19\/one.html?page=0%2C2<\/a><\/p>\n

Porter, M. (2008, May). Six common characteristics of successful salespeople.\u00a0Pro 20 (6),<\/em>\u00a033.<\/p>\n

Quain, S. (2018, November 8). 4 types of salespeople. Chron. Retrieved from\u00a0https:\/\/smallbusiness.chron.com\/4-types-salespeople-33679.html<\/a><\/p>\n

Selling Power. (October 1, 2019). Number of salespeople of the leading direct sales companies in the United States in 2019 (in 1,000\u2019s) [Graph]. In Statista. Retrieved May 13, 2020, from\u00a0https:\/\/www-statista-com.libsecure.camosun.bc.ca:2443\/statistics\/961810\/number-of-salespeople-of-the-leading-direct-sales-companies-us\/<\/a><\/p>\n

Tanner, J., Fournier, C., Wise, J., Hollet, S. & Poujol, J. (2008). Executives\u2019 perspectives of the changing role of the sales profession: View from France, the Unites States, and Mexico.\u00a0\u00a0Journal of Business and Industrial marketing, 23<\/em>(3), 193.<\/p>\n

Van Boom, D. (2019, September 25). Apple fiends still line up for their product launches.\u00a0\u00a0C\/net.\u00a0<\/em>Retrieved from\u00a0https:\/\/www.cnet.com\/news\/apple-fiends-still-line-up-for-iphone-launches-good-for-them\/<\/a><\/p>\n

Walters, R. (2020). B2B vs B2C sales jobs.\u00a0 Robert Walters. Retrieved from\u00a0https:\/\/www.robertwalters.cn\/career-advice\/B2B-vs-B2C-sales-jobs.html<\/a><\/p>\n

Weitz, B., Castleberry, S., & Tanner, J. (2010).\u00a0Selling: Building<\/em>\u00a0Partnerships,<\/em>\u00a07th<\/em>\u00a0ed.<\/em>\u00a0New York: McGraw-Hill Irwin, 10.<\/p>\n

What makes a good salesperson. (n.d.).\u00a0Inc.<\/em>\u00a0Retrieved from\u00a0https:\/\/www.inc.com\/ss\/what-makes-great-salesperson<\/a><\/p>\n","protected":false},"author":284,"menu_order":6,"template":"","meta":{"pb_show_title":"on","pb_short_title":"","pb_subtitle":"","pb_authors":[],"pb_section_license":""},"chapter-type":[49],"contributor":[],"license":[],"class_list":["post-247","chapter","type-chapter","status-publish","hentry","chapter-type-numberless"],"part":171,"_links":{"self":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/247","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters"}],"about":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/types\/chapter"}],"author":[{"embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/users\/284"}],"version-history":[{"count":1,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/247\/revisions"}],"predecessor-version":[{"id":248,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/247\/revisions\/248"}],"part":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/parts\/171"}],"metadata":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/247\/metadata\/"}],"wp:attachment":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/media?parent=247"}],"wp:term":[{"taxonomy":"chapter-type","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapter-type?post=247"},{"taxonomy":"contributor","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/contributor?post=247"},{"taxonomy":"license","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/license?post=247"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}