{"id":265,"date":"2022-02-02T17:41:27","date_gmt":"2022-02-02T22:41:27","guid":{"rendered":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/?post_type=chapter&p=265"},"modified":"2022-02-02T17:41:28","modified_gmt":"2022-02-02T22:41:28","slug":"references-3","status":"publish","type":"chapter","link":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/chapter\/references-3\/","title":{"raw":"References","rendered":"References"},"content":{"raw":"

Adaptive Selling \u2013 Definition (2019, September 20).\u00a0\u00a0The Business Professor<\/em>. Retrieved from\u00a0\u00a0https:\/\/thebusinessprofessor.com\/lesson\/adaptive-selling-definition\/<\/a>.<\/p>\r\n

Avon Foundation for Women. (2009, May 11). Reese Witherspoon Joins Avon Foundation for Women and San Francisco General Hospital to Celebrate 5th Anniversary of Avon Comprehensive Breast Center.\u00a0AvonCompany.<\/em>\u00a0Retrieved from\u00a0http:\/\/www.avoncompany.com\/women\/news\/press20090511.html<\/a><\/p>\r\n

Barton, A., Weitz, S. Castleberry, S. & Tanner, J.(2009).\u00a0\u00a0Selling: Building Partnerships<\/em>. (7th ed). New York: McGraw-Hill.<\/p>\r\n

Berch, C. (2009, April). Consultative selling: Ask, Don\u2019t tell.\u00a0Community Banker, 18<\/em>\u00a0(4), 261.<\/p>\r\n

Bishop, A. (2019, March 14). Networking alternatives to LinkedIn.\u00a0Search Engine Journal<\/em>. Retrieved from\u00a0https:\/\/www.searchenginejournal.com\/linkedin-alternatives\/297409\/#close<\/a><\/p>\r\n

Doyle, A. (2020, January 4). What to include on a career networking business card.\u00a0\u00a0Thebalancecareers.<\/em>\u00a0Retrieved from\u00a0https:\/\/www.thebalancecareers.com\/what-to-include-on-a-business-card-for-job-seekers-2062582<\/a><\/p>\r\n

Duncan, T. (1999, December 1).\u00a0 Your Sales style.\u00a0Incentive,\u00a0<\/em>64-66.<\/p>\r\n

Forbes Agency council (2017, November 24). Is the business card dead? 16 experts share their thoughts.\u00a0Forbes<\/em>. Retrieved from\u00a0https:\/\/www.forbes.com\/sites\/forbesagencycouncil\/2017\/11\/24\/is-the-business-card-dead-16-experts-share-their-thoughts\/#68e14cda7992<\/a><\/p>\r\n

Frost, A. (2017, December 28).\u00a0 The ultimate guide to relationship selling.\u00a0Hubspot.<\/em>\u00a0Retrieved from\u00a0https:\/\/blog.hubspot.com\/sales\/relationship-selling<\/a><\/p>\r\n

Galio, A. (2014, October 29). The value of keeping the right customers.\u00a0Harvard Business Review.<\/em>\u00a0Retrieved from\u00a0https:\/\/hbr.org\/2014\/10\/the-value-of-keeping-the-right-customers<\/a><\/p>\r\n

Geiger, S. & Turley, D. (2007, August). The perceived impact of information technology on salespeople\u2019s rational competencies.\u00a0Journal of marketing management, 22<\/em>(7), 827.<\/p>\r\n

Gitomer, J. (2007). The difference between account and a relationship.\u00a0Long Island Business News<\/em>. Retrieved from\u00a0http:\/\/libn.com\/blog\/2007\/08\/03\/the-difference-between-an-account-and-a-<\/a><\/p>\r\n

relationship\/<\/a><\/p>\r\n

Gray, M. (1999, May 20). How do you determine customer lifetime value?\u00a0Profit Advisors<\/em>. Retrieved from\u00a0http:\/\/www.profitadvisors.com\/busfaq\/lifetime.shtml<\/a><\/p>\r\n

Hanson, R. (n.d.).\u00a0 Networking Business cards.\u00a0University of Toronto.<\/em>\u00a0Retrieved from\u00a0https:\/\/www.utm.utoronto.ca\/careers\/sites\/files\/careers\/public\/shared\/pdf\/networking-business-cards.pdf<\/a><\/p>\r\n

Illig, R. (2018, November 2). The key to boosting trust in sales? Put the client first.\u00a0Forbes.<\/em>\u00a0 Retrieved from\u00a0\u00a0https:\/\/www.forbes.com\/sites\/randyillig\/2018\/11\/02\/the-key-to-boosting-trust-in-sales-put-the-client-first\/#d19077755a30<\/a><\/p>\r\n

Lamotta, L. (2007, August 9). How to network like a pro online.\u00a0Forbes<\/em>. Retrieved from\u00a0http:\/\/www.forbes.com\/2007\/08\/09\/google-microsoft-walmart-ent-tech-<\/a><\/p>\r\n

cx_ll_0809networking.html<\/a><\/p>\r\n

Lax, H. (2008). Fun, Fun, Fun in a customer experience way. Banking Strategies<\/em>, 84 (6),\u00a0 64<\/p>\r\n

Levinson, M. 2007, December 11). How to network: 12 tips for shy people.\u00a0CIO.<\/em>\u00a0Retrieved from \u00a0\u00a0\u00a0\u00a0\u00a0http:\/\/www.cio.com\/article\/164300\/How_to_Network_Tips_for_Shy_People?page=1<\/a><\/p>\r\n

Mackay, H. (2018, November 14). Harvey Mackay: Scrappiness is a warm success.\u00a0Daily Herald.<\/em>\u00a0Retrieved from\u00a0https:\/\/www.heraldextra.com\/business\/harvey-mackay-scrappiness-is-a-warm-success\/article_2ae5d6d3-eb61-5466-9777-057a2a9ad1d3.html<\/a><\/p>\r\n

Marcus, B. (2018, May 22). The networking advice no one tells you.\u00a0Forbes<\/em>. Retrieved from\u00a0https:\/\/www.forbes.com\/sites\/bonniemarcus\/2018\/05\/22\/the-networking-advice-no-one-tells-you\/#1d90debe7772<\/a><\/p>\r\n

Miller, M. (2009, May). A seat at the table.\u00a0American Salesman, 54<\/em>\u00a0(5), 9.<\/p>\r\n

Mitchell, J. (2003). \u00a0Hug Your Customers: The Proven Way to Personalize Sales and Achieve Astounding Results\u00a0<\/em>. New York: Hyperion, \u00a022.<\/p>\r\n

Networking like a pro: leave them stunned with a business card. (2020).\u00a0USA today<\/em>. Retrieved from\u00a0https:\/\/classifieds.usatoday.com\/blog\/careers\/networking-like-a-pro-leave-them-stunned-with-a-personal-business-card\/<\/a><\/p>\r\n

Plaksij, Z. (2020, May 13). 10 reasons why sales people need CRM.\u00a0Superoffice.<\/em>\u00a0Retrieved from\u00a0https:\/\/www.superoffice.com\/blog\/why-sales-people-need-crm\/<\/a><\/p>\r\n

Reilly, T. 92006, September). Relationship selling at its best.\u00a0Industrial Distribution, 25<\/em>\u00a0(9), 29.<\/p>\r\n

Richmond, K. (2008). Brand you (3rd Ed). Upper Saddle River, NJ: Pearson Prentice Hall, 176.<\/p>\r\n

Rosato, D. (2009, April 3). Networking for people who hate to network.\u00a0CNNMoney.<\/em>\u00a0Retrieved from\u00a0http:\/\/money.cnn.com\/2009\/04\/02\/news\/economy\/networking_jobs.moneymag\/index.htm<\/a><\/p>\r\n

Sanders, B. (2018, May 4). How to use golf as a prospective strategy.\u00a0The Business Journals<\/em>. Retrieved from\u00a0https:\/\/www.bizjournals.com\/bizjournals\/how-to\/marketing\/2018\/05\/how-to-use-golf-as-a-prospecting-strategy.html<\/a><\/p>\r\n

Social styles. (2020).\u00a0Changing Minds<\/em>. Retrieved from\u00a0http:\/\/changingminds.org\/explanations\/preferences\/social_styles.htm<\/a><\/p>\r\n

Sykes, C. (2006). Relationship selling.\u00a0Surface Fabrication, 12<\/em>\u00a0(1), 58.<\/p>\r\n

The Social Style Model. (2020).\u00a0Tracom.<\/em>\u00a0Retrieved from\u00a0https:\/\/tracom.com\/social-style-training\/model<\/a><\/p>\r\n

Vukova, C. (2019, December 10). 73+ surprising networking statistics to boost your career.\u00a0Review 42.<\/em>\u00a0Retrieved from\u00a0https:\/\/review42.com\/networking-statistics\/<\/a><\/p>\r\n

Weitz, B., Castleberry, S., & Tanner, J. (2009). Selling: Building Partnerships. (7th ed). New York: Mcgraw-Hill, 151.<\/p>\r\n

Williams, J.D., Everett, R., & Rogol, E. (2009). Will the human factors of relationship selling survive in the twenty-first century?\u00a0International Journal of Commerce & Management, 19<\/em>\u00a0(2), 158.<\/p>","rendered":"

Adaptive Selling \u2013 Definition (2019, September 20).\u00a0\u00a0The Business Professor<\/em>. Retrieved from\u00a0\u00a0https:\/\/thebusinessprofessor.com\/lesson\/adaptive-selling-definition\/<\/a>.<\/p>\n

Avon Foundation for Women. (2009, May 11). Reese Witherspoon Joins Avon Foundation for Women and San Francisco General Hospital to Celebrate 5th Anniversary of Avon Comprehensive Breast Center.\u00a0AvonCompany.<\/em>\u00a0Retrieved from\u00a0http:\/\/www.avoncompany.com\/women\/news\/press20090511.html<\/a><\/p>\n

Barton, A., Weitz, S. Castleberry, S. & Tanner, J.(2009).\u00a0\u00a0Selling: Building Partnerships<\/em>. (7th ed). New York: McGraw-Hill.<\/p>\n

Berch, C. (2009, April). Consultative selling: Ask, Don\u2019t tell.\u00a0Community Banker, 18<\/em>\u00a0(4), 261.<\/p>\n

Bishop, A. (2019, March 14). Networking alternatives to LinkedIn.\u00a0Search Engine Journal<\/em>. Retrieved from\u00a0https:\/\/www.searchenginejournal.com\/linkedin-alternatives\/297409\/#close<\/a><\/p>\n

Doyle, A. (2020, January 4). What to include on a career networking business card.\u00a0\u00a0Thebalancecareers.<\/em>\u00a0Retrieved from\u00a0https:\/\/www.thebalancecareers.com\/what-to-include-on-a-business-card-for-job-seekers-2062582<\/a><\/p>\n

Duncan, T. (1999, December 1).\u00a0 Your Sales style.\u00a0Incentive,\u00a0<\/em>64-66.<\/p>\n

Forbes Agency council (2017, November 24). Is the business card dead? 16 experts share their thoughts.\u00a0Forbes<\/em>. Retrieved from\u00a0https:\/\/www.forbes.com\/sites\/forbesagencycouncil\/2017\/11\/24\/is-the-business-card-dead-16-experts-share-their-thoughts\/#68e14cda7992<\/a><\/p>\n

Frost, A. (2017, December 28).\u00a0 The ultimate guide to relationship selling.\u00a0Hubspot.<\/em>\u00a0Retrieved from\u00a0https:\/\/blog.hubspot.com\/sales\/relationship-selling<\/a><\/p>\n

Galio, A. (2014, October 29). The value of keeping the right customers.\u00a0Harvard Business Review.<\/em>\u00a0Retrieved from\u00a0https:\/\/hbr.org\/2014\/10\/the-value-of-keeping-the-right-customers<\/a><\/p>\n

Geiger, S. & Turley, D. (2007, August). The perceived impact of information technology on salespeople\u2019s rational competencies.\u00a0Journal of marketing management, 22<\/em>(7), 827.<\/p>\n

Gitomer, J. (2007). The difference between account and a relationship.\u00a0Long Island Business News<\/em>. Retrieved from\u00a0http:\/\/libn.com\/blog\/2007\/08\/03\/the-difference-between-an-account-and-a-<\/a><\/p>\n

relationship\/<\/a><\/p>\n

Gray, M. (1999, May 20). How do you determine customer lifetime value?\u00a0Profit Advisors<\/em>. Retrieved from\u00a0http:\/\/www.profitadvisors.com\/busfaq\/lifetime.shtml<\/a><\/p>\n

Hanson, R. (n.d.).\u00a0 Networking Business cards.\u00a0University of Toronto.<\/em>\u00a0Retrieved from\u00a0https:\/\/www.utm.utoronto.ca\/careers\/sites\/files\/careers\/public\/shared\/pdf\/networking-business-cards.pdf<\/a><\/p>\n

Illig, R. (2018, November 2). The key to boosting trust in sales? Put the client first.\u00a0Forbes.<\/em>\u00a0 Retrieved from\u00a0\u00a0https:\/\/www.forbes.com\/sites\/randyillig\/2018\/11\/02\/the-key-to-boosting-trust-in-sales-put-the-client-first\/#d19077755a30<\/a><\/p>\n

Lamotta, L. (2007, August 9). How to network like a pro online.\u00a0Forbes<\/em>. Retrieved from\u00a0http:\/\/www.forbes.com\/2007\/08\/09\/google-microsoft-walmart-ent-tech-<\/a><\/p>\n

cx_ll_0809networking.html<\/a><\/p>\n

Lax, H. (2008). Fun, Fun, Fun in a customer experience way. Banking Strategies<\/em>, 84 (6),\u00a0 64<\/p>\n

Levinson, M. 2007, December 11). How to network: 12 tips for shy people.\u00a0CIO.<\/em>\u00a0Retrieved from \u00a0\u00a0\u00a0\u00a0\u00a0http:\/\/www.cio.com\/article\/164300\/How_to_Network_Tips_for_Shy_People?page=1<\/a><\/p>\n

Mackay, H. (2018, November 14). Harvey Mackay: Scrappiness is a warm success.\u00a0Daily Herald.<\/em>\u00a0Retrieved from\u00a0https:\/\/www.heraldextra.com\/business\/harvey-mackay-scrappiness-is-a-warm-success\/article_2ae5d6d3-eb61-5466-9777-057a2a9ad1d3.html<\/a><\/p>\n

Marcus, B. (2018, May 22). The networking advice no one tells you.\u00a0Forbes<\/em>. Retrieved from\u00a0https:\/\/www.forbes.com\/sites\/bonniemarcus\/2018\/05\/22\/the-networking-advice-no-one-tells-you\/#1d90debe7772<\/a><\/p>\n

Miller, M. (2009, May). A seat at the table.\u00a0American Salesman, 54<\/em>\u00a0(5), 9.<\/p>\n

Mitchell, J. (2003). \u00a0Hug Your Customers: The Proven Way to Personalize Sales and Achieve Astounding Results\u00a0<\/em>. New York: Hyperion, \u00a022.<\/p>\n

Networking like a pro: leave them stunned with a business card. (2020).\u00a0USA today<\/em>. Retrieved from\u00a0https:\/\/classifieds.usatoday.com\/blog\/careers\/networking-like-a-pro-leave-them-stunned-with-a-personal-business-card\/<\/a><\/p>\n

Plaksij, Z. (2020, May 13). 10 reasons why sales people need CRM.\u00a0Superoffice.<\/em>\u00a0Retrieved from\u00a0https:\/\/www.superoffice.com\/blog\/why-sales-people-need-crm\/<\/a><\/p>\n

Reilly, T. 92006, September). Relationship selling at its best.\u00a0Industrial Distribution, 25<\/em>\u00a0(9), 29.<\/p>\n

Richmond, K. (2008). Brand you (3rd Ed). Upper Saddle River, NJ: Pearson Prentice Hall, 176.<\/p>\n

Rosato, D. (2009, April 3). Networking for people who hate to network.\u00a0CNNMoney.<\/em>\u00a0Retrieved from\u00a0http:\/\/money.cnn.com\/2009\/04\/02\/news\/economy\/networking_jobs.moneymag\/index.htm<\/a><\/p>\n

Sanders, B. (2018, May 4). How to use golf as a prospective strategy.\u00a0The Business Journals<\/em>. Retrieved from\u00a0https:\/\/www.bizjournals.com\/bizjournals\/how-to\/marketing\/2018\/05\/how-to-use-golf-as-a-prospecting-strategy.html<\/a><\/p>\n

Social styles. (2020).\u00a0Changing Minds<\/em>. Retrieved from\u00a0http:\/\/changingminds.org\/explanations\/preferences\/social_styles.htm<\/a><\/p>\n

Sykes, C. (2006). Relationship selling.\u00a0Surface Fabrication, 12<\/em>\u00a0(1), 58.<\/p>\n

The Social Style Model. (2020).\u00a0Tracom.<\/em>\u00a0Retrieved from\u00a0https:\/\/tracom.com\/social-style-training\/model<\/a><\/p>\n

Vukova, C. (2019, December 10). 73+ surprising networking statistics to boost your career.\u00a0Review 42.<\/em>\u00a0Retrieved from\u00a0https:\/\/review42.com\/networking-statistics\/<\/a><\/p>\n

Weitz, B., Castleberry, S., & Tanner, J. (2009). Selling: Building Partnerships. (7th ed). New York: Mcgraw-Hill, 151.<\/p>\n

Williams, J.D., Everett, R., & Rogol, E. (2009). Will the human factors of relationship selling survive in the twenty-first century?\u00a0International Journal of Commerce & Management, 19<\/em>\u00a0(2), 158.<\/p>\n","protected":false},"author":284,"menu_order":8,"template":"","meta":{"pb_show_title":"on","pb_short_title":"","pb_subtitle":"","pb_authors":[],"pb_section_license":""},"chapter-type":[49],"contributor":[],"license":[],"class_list":["post-265","chapter","type-chapter","status-publish","hentry","chapter-type-numberless"],"part":174,"_links":{"self":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/265","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\/265\/revisions"}],"predecessor-version":[{"id":266,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/265\/revisions\/266"}],"part":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/parts\/174"}],"metadata":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/265\/metadata\/"}],"wp:attachment":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/media?parent=265"}],"wp:term":[{"taxonomy":"chapter-type","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapter-type?post=265"},{"taxonomy":"contributor","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/contributor?post=265"},{"taxonomy":"license","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/license?post=265"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}