{"id":337,"date":"2022-02-02T18:09:33","date_gmt":"2022-02-02T23:09:33","guid":{"rendered":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/?post_type=chapter&p=337"},"modified":"2022-02-02T18:09:33","modified_gmt":"2022-02-02T23:09:33","slug":"references-7","status":"publish","type":"chapter","link":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/chapter\/references-7\/","title":{"raw":"References","rendered":"References"},"content":{"raw":"

Boyette, M. (2015).\u00a0 3 reasons to welcome sales objections.\u00a0Leveleleven.<\/em>\u00a0Retrieved from\u00a0https:\/\/leveleleven.com\/2015\/01\/3-reasons-to-welcome-sales-objections\/<\/a><\/p>\r\n

Brown, D. (2009, February 2). Growing and Managing Your Prospect Pipeline.\u00a0Coreconnex.<\/em>\u00a0Retrieved from \u00a0http:\/\/www.coreconnex.com\/2009\/02\/04\/growing-and-managing-your-prospect-pipeline\u00a0\u00a0 \u00a0<\/a><\/p>\r\n

\u00a0Brudner, S. (2017, February 1). 9 psychology tips that will get your prospect to trust you further. Hubspot. Retrieved from\u00a0https:\/\/blog.hubspot.com\/sales\/psychology-tips-that-will-get-your-prospects-to-trust-you-faster<\/a><\/p>\r\n

Cardone, G. (2017). How trial closes can make you rich.\u00a0Entrepreneur<\/em>. Retrieved from\u00a0https:\/\/www.entrepreneur.com\/article\/302451<\/a><\/p>\r\n

Cherry, P. (2006). Questions that sell: the powerful process of discovering what your customer really wants. New York: AMACOM, 21.<\/p>\r\n

Close and followup the sale. (2009). Infoentrepreneurs. Retrieved from\u00a0https:\/\/www.infoentrepreneurs.org\/en\/guides\/close-and-follow-up-the-sale\/<\/a><\/p>\r\n

Cook, M. (2019, October 30). Effective sales prospecting techniques you should be using.\u00a0Hubspot.<\/em>\u00a0Retrieved from\u00a0https:\/\/blog.hubspot.com\/sales\/effective-sales-prospecting-techniques-you-should-be-using<\/a><\/p>\r\n

Ferarazzi, K. (2020). To be know or unknown.\u00a0Inc.<\/em>\u00a0Retrieved from\u00a0http:\/\/www.inc.com\/resources\/sales\/articles\/20061001\/kferrazzi.html<\/a><\/p>\r\n

Freese, T. (2003). Secrets of question based selling. Naperville, Il: Sourcebooks, 166.<\/p>\r\n

King, V. (2001). How to write a movie in 21 days. New York: Quill Harper resource, 34-37.<\/p>\r\n

Kroll, K. (2007). \u00a0CRM: Software as a Customer Service,\u201d\u00a0Inc.<\/em>,\u00a0 Retrieved from\u00a0http:\/\/technology.inc.com\/software\/articles\/200706\/CRM.html<\/a><\/p>\r\n

Leach, J., Crochet, R., & Fillinger, B. (20009, May 29). How One Small Business Uses Twitter to Build Its Brand,\u201d\u00a0Advertising Age<\/em>. Retrieved from \u00a0http:\/\/adage.com<\/a><\/p>\r\n

Lucidchart. (2020). 7 step process-when to use it and when to break it.\u00a0\u00a0 Retrieved from\u00a0https:\/\/www.lucidchart.com\/blog\/what-is-the-7-step-sales-process<\/a><\/p>\r\n

Montcreif, W. & Marshall, G.(2005).\u00a0 The evolution of the seven steps of selling. Industrial Marketing Management, 34<\/em>(1), 13-22.<\/p>\r\n

NAIC association. (2020).\u00a0 NAICS & SIC identification tool. Retrieved from\u00a0https:\/\/www.naics.com\/search\/<\/a><\/p>\r\n

Newberry, C. (2019, April 23). Social selling. What it is, why you should care, and how to do it right.\u00a0Hootsuite.<\/em>\u00a0Retrieved from\u00a0https:\/\/blog.hootsuite.com\/what-is-social-selling\/<\/a><\/p>\r\n

Palmateer, P. (2007, May 4).\u00a0 Inaugural Horse World Expo Coming to Syracuse.\u00a0CNY Business Journal<\/em>, Retrieved from\u00a0http:\/\/findarticles.com\/p\/articles\/mi_qa3718\/is_20070504\/ai_n19304825\/?tag=content;col1\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0<\/a><\/p>\r\n

Patel, N. (2020). 13 reasons by direct mail is not dead.\u00a0NealPatel.<\/em>\u00a0 Retrieved from\u00a0https:\/\/neilpatel.com\/blog\/direct-mail-effectiveness\/<\/a><\/p>\r\n

Rackham, N. (1996). The SPIN selling field book. New York: Mcgraw-hill, 40.<\/p>\r\n

Reynolds, M. (2020, May 19). Shrink sleeve fits fine for cananabis seltzer & soda lime.\u00a0 Packworld. Retrievevd from\u00a0https:\/\/www.packworld.com\/machinery\/coding-printing-Rackham, labeling\/article\/21133928\/shrink-sleeve-fits-fine-for-cannabis-seltzer-soda-line<\/a><\/p>\r\n

Salesfusion. (2020). What the flipped sales funnel means for modern marketers.\u00a0 Retrieved from\u00a0https:\/\/www.salesfusion.com\/resource\/what-the-new-flipped-sales-funnel-means-for-modern-marketers\/<\/a><\/p>\r\n

Stone, A. (2009, June 5-11). Denis Kelly photography took a shot with Facebook. Philadelphia Business Journal, 10-11.<\/p>\r\n

Weitz, B., Castleberry, S. & Tanner, J. (2003). \u00a0Selling:<\/em>\u00a0Building<\/em>\u00a0Partnerships<\/em>.\u00a0<\/em>New York: McGraw-Hill Irwin.<\/p>\r\n

Wertz, J. (2018, September 12). Don\u2019t spend 5 times more attracting new customers, nurture existing one. Forbes. Retrieved from\u00a0https:\/\/www.forbes.com\/sites\/jiawertz\/2018\/09\/12\/dont-spend-5-times-more-attracting-new-customers-nurture-the-existing-ones\/#6ed1303b5a8e<\/a><\/p>","rendered":"

Boyette, M. (2015).\u00a0 3 reasons to welcome sales objections.\u00a0Leveleleven.<\/em>\u00a0Retrieved from\u00a0https:\/\/leveleleven.com\/2015\/01\/3-reasons-to-welcome-sales-objections\/<\/a><\/p>\n

Brown, D. (2009, February 2). Growing and Managing Your Prospect Pipeline.\u00a0Coreconnex.<\/em>\u00a0Retrieved from \u00a0http:\/\/www.coreconnex.com\/2009\/02\/04\/growing-and-managing-your-prospect-pipeline\u00a0\u00a0 \u00a0<\/a><\/p>\n

\u00a0Brudner, S. (2017, February 1). 9 psychology tips that will get your prospect to trust you further. Hubspot. Retrieved from\u00a0https:\/\/blog.hubspot.com\/sales\/psychology-tips-that-will-get-your-prospects-to-trust-you-faster<\/a><\/p>\n

Cardone, G. (2017). How trial closes can make you rich.\u00a0Entrepreneur<\/em>. Retrieved from\u00a0https:\/\/www.entrepreneur.com\/article\/302451<\/a><\/p>\n

Cherry, P. (2006). Questions that sell: the powerful process of discovering what your customer really wants. New York: AMACOM, 21.<\/p>\n

Close and followup the sale. (2009). Infoentrepreneurs. Retrieved from\u00a0https:\/\/www.infoentrepreneurs.org\/en\/guides\/close-and-follow-up-the-sale\/<\/a><\/p>\n

Cook, M. (2019, October 30). Effective sales prospecting techniques you should be using.\u00a0Hubspot.<\/em>\u00a0Retrieved from\u00a0https:\/\/blog.hubspot.com\/sales\/effective-sales-prospecting-techniques-you-should-be-using<\/a><\/p>\n

Ferarazzi, K. (2020). To be know or unknown.\u00a0Inc.<\/em>\u00a0Retrieved from\u00a0http:\/\/www.inc.com\/resources\/sales\/articles\/20061001\/kferrazzi.html<\/a><\/p>\n

Freese, T. (2003). Secrets of question based selling. Naperville, Il: Sourcebooks, 166.<\/p>\n

King, V. (2001). How to write a movie in 21 days. New York: Quill Harper resource, 34-37.<\/p>\n

Kroll, K. (2007). \u00a0CRM: Software as a Customer Service,\u201d\u00a0Inc.<\/em>,\u00a0 Retrieved from\u00a0http:\/\/technology.inc.com\/software\/articles\/200706\/CRM.html<\/a><\/p>\n

Leach, J., Crochet, R., & Fillinger, B. (20009, May 29). How One Small Business Uses Twitter to Build Its Brand,\u201d\u00a0Advertising Age<\/em>. Retrieved from \u00a0http:\/\/adage.com<\/a><\/p>\n

Lucidchart. (2020). 7 step process-when to use it and when to break it.\u00a0\u00a0 Retrieved from\u00a0https:\/\/www.lucidchart.com\/blog\/what-is-the-7-step-sales-process<\/a><\/p>\n

Montcreif, W. & Marshall, G.(2005).\u00a0 The evolution of the seven steps of selling. Industrial Marketing Management, 34<\/em>(1), 13-22.<\/p>\n

NAIC association. (2020).\u00a0 NAICS & SIC identification tool. Retrieved from\u00a0https:\/\/www.naics.com\/search\/<\/a><\/p>\n

Newberry, C. (2019, April 23). Social selling. What it is, why you should care, and how to do it right.\u00a0Hootsuite.<\/em>\u00a0Retrieved from\u00a0https:\/\/blog.hootsuite.com\/what-is-social-selling\/<\/a><\/p>\n

Palmateer, P. (2007, May 4).\u00a0 Inaugural Horse World Expo Coming to Syracuse.\u00a0CNY Business Journal<\/em>, Retrieved from\u00a0http:\/\/findarticles.com\/p\/articles\/mi_qa3718\/is_20070504\/ai_n19304825\/?tag=content;col1\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0<\/a><\/p>\n

Patel, N. (2020). 13 reasons by direct mail is not dead.\u00a0NealPatel.<\/em>\u00a0 Retrieved from\u00a0https:\/\/neilpatel.com\/blog\/direct-mail-effectiveness\/<\/a><\/p>\n

Rackham, N. (1996). The SPIN selling field book. New York: Mcgraw-hill, 40.<\/p>\n

Reynolds, M. (2020, May 19). Shrink sleeve fits fine for cananabis seltzer & soda lime.\u00a0 Packworld. Retrievevd from\u00a0https:\/\/www.packworld.com\/machinery\/coding-printing-Rackham, labeling\/article\/21133928\/shrink-sleeve-fits-fine-for-cannabis-seltzer-soda-line<\/a><\/p>\n

Salesfusion. (2020). What the flipped sales funnel means for modern marketers.\u00a0 Retrieved from\u00a0https:\/\/www.salesfusion.com\/resource\/what-the-new-flipped-sales-funnel-means-for-modern-marketers\/<\/a><\/p>\n

Stone, A. (2009, June 5-11). Denis Kelly photography took a shot with Facebook. Philadelphia Business Journal, 10-11.<\/p>\n

Weitz, B., Castleberry, S. & Tanner, J. (2003). \u00a0Selling:<\/em>\u00a0Building<\/em>\u00a0Partnerships<\/em>.\u00a0<\/em>New York: McGraw-Hill Irwin.<\/p>\n

Wertz, J. (2018, September 12). Don\u2019t spend 5 times more attracting new customers, nurture existing one. Forbes. Retrieved from\u00a0https:\/\/www.forbes.com\/sites\/jiawertz\/2018\/09\/12\/dont-spend-5-times-more-attracting-new-customers-nurture-the-existing-ones\/#6ed1303b5a8e<\/a><\/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-337","chapter","type-chapter","status-publish","hentry","chapter-type-numberless"],"part":182,"_links":{"self":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/337","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\/337\/revisions"}],"predecessor-version":[{"id":338,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/337\/revisions\/338"}],"part":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/parts\/182"}],"metadata":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/337\/metadata\/"}],"wp:attachment":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/media?parent=337"}],"wp:term":[{"taxonomy":"chapter-type","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapter-type?post=337"},{"taxonomy":"contributor","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/contributor?post=337"},{"taxonomy":"license","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/license?post=337"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}