{"id":351,"date":"2022-02-02T18:15:10","date_gmt":"2022-02-02T23:15:10","guid":{"rendered":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/?post_type=chapter&p=351"},"modified":"2022-03-30T14:57:34","modified_gmt":"2022-03-30T18:57:34","slug":"references-8","status":"publish","type":"chapter","link":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/chapter\/references-8\/","title":{"raw":"References","rendered":"References"},"content":{"raw":"

Bjerke, M., & Renger, R. (2017. April). Being Smart about writing SMART objectives. Evaluation and Program Planning (61), 125-127.\u00a0 Retrieved from\u00a0https:\/\/doi.org\/10.1016\/j.evalprogplan.2016.12.009<\/a><\/p>\r\n

Christie, M. (2013, March 5). Calculating the cost of a sales call.\u00a0 Salesforce training. Retrieved from\u00a0https:\/\/www.salesforcetraining.com\/calculating-the-cost-of-a-sales-call\/<\/a><\/p>\r\n

Capon, N. (2001). Key account management and planning. New York: The Free press, 142.<\/p>\r\n

Clifford, S. (2006, February 20). Practice, Practice. Inc. Retrieved from\u00a0http:\/\/www.inc.com\/magazine\/20070201\/features-sales-performance-szaky.html<\/a><\/p>\r\n

Gerber, P. (2005, April). The Sales Professional: Initial Benefit Statement.\u00a0Houston<\/em>\u00a0Business Review<\/em>. Retrieved from\u00a0http:\/\/www.houstonbusiness.com\/HBReview\/contributors\/philipgerber\/gerberarchive13.html<\/a><\/p>\r\n

Kamau, N. (2016, August 16). Successful strategic alliances: 5 examples of companies doing it right.<\/p>\r\n

Morrison, M. (2016, April 11). Brainstorming technique for innovation, creativity and problem solving\u2014a business strategy.<\/p>\r\n

Natenberg, T. (2020). What\u2019s in it for the prospect? Everything\u2014if you tell them.\u00a0 Selfgrowth.com. Retrieved from\u00a0https:\/\/www.selfgrowth.com\/articles\/Natenberg12.html<\/a><\/p>\r\n

Rakham, N. (1996). The SPIN selling fieldbook. New York: McGraw-Hill, 39.<\/p>\r\n

Sim, M. (2008, August 12). Leveraging your CRM System to expand your client relationships. Get Entrepreneurial. Retrieved from\u00a0http:\/\/www.getentrepreneurial.com\/customer-<\/a>service\/leveraging_your_crm_system_to_expand_your_client_relationships.html\u00a0<\/a><\/p>\r\n

Tabio, G. (2009, May 14). Creative solutions. Presentation at Greater Media Philadelphia Sales Meeting, Philadelphia, PA.<\/p>\r\n

Wellner, A. (2003, October 1). A perfect Brainstorm.\u00a0Inc.<\/em>\u00a0Retrieved from\u00a0http:\/\/www.inc.com\/magazine\/20031001\/strategies.html<\/a><\/p>","rendered":"

Bjerke, M., & Renger, R. (2017. April). Being Smart about writing SMART objectives. Evaluation and Program Planning (61), 125-127.\u00a0 Retrieved from\u00a0https:\/\/doi.org\/10.1016\/j.evalprogplan.2016.12.009<\/a><\/p>\n

Christie, M. (2013, March 5). Calculating the cost of a sales call.\u00a0 Salesforce training. Retrieved from\u00a0https:\/\/www.salesforcetraining.com\/calculating-the-cost-of-a-sales-call\/<\/a><\/p>\n

Capon, N. (2001). Key account management and planning. New York: The Free press, 142.<\/p>\n

Clifford, S. (2006, February 20). Practice, Practice. Inc. Retrieved from\u00a0http:\/\/www.inc.com\/magazine\/20070201\/features-sales-performance-szaky.html<\/a><\/p>\n

Gerber, P. (2005, April). The Sales Professional: Initial Benefit Statement.\u00a0Houston<\/em>\u00a0Business Review<\/em>. Retrieved from\u00a0http:\/\/www.houstonbusiness.com\/HBReview\/contributors\/philipgerber\/gerberarchive13.html<\/a><\/p>\n

Kamau, N. (2016, August 16). Successful strategic alliances: 5 examples of companies doing it right.<\/p>\n

Morrison, M. (2016, April 11). Brainstorming technique for innovation, creativity and problem solving\u2014a business strategy.<\/p>\n

Natenberg, T. (2020). What\u2019s in it for the prospect? Everything\u2014if you tell them.\u00a0 Selfgrowth.com. Retrieved from\u00a0https:\/\/www.selfgrowth.com\/articles\/Natenberg12.html<\/a><\/p>\n

Rakham, N. (1996). The SPIN selling fieldbook. New York: McGraw-Hill, 39.<\/p>\n

Sim, M. (2008, August 12). Leveraging your CRM System to expand your client relationships. Get Entrepreneurial. Retrieved from\u00a0http:\/\/www.getentrepreneurial.com\/customer-<\/a>service\/leveraging_your_crm_system_to_expand_your_client_relationships.html\u00a0<\/a><\/p>\n

Tabio, G. (2009, May 14). Creative solutions. Presentation at Greater Media Philadelphia Sales Meeting, Philadelphia, PA.<\/p>\n

Wellner, A. (2003, October 1). A perfect Brainstorm.\u00a0Inc.<\/em>\u00a0Retrieved from\u00a0http:\/\/www.inc.com\/magazine\/20031001\/strategies.html<\/a><\/p>\n","protected":false},"author":284,"menu_order":5,"template":"","meta":{"pb_show_title":"","pb_short_title":"","pb_subtitle":"","pb_authors":[],"pb_section_license":""},"chapter-type":[49],"contributor":[],"license":[],"class_list":["post-351","chapter","type-chapter","status-publish","hentry","chapter-type-numberless"],"part":184,"_links":{"self":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/351","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\/351\/revisions"}],"predecessor-version":[{"id":352,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/351\/revisions\/352"}],"part":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/parts\/184"}],"metadata":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/351\/metadata\/"}],"wp:attachment":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/media?parent=351"}],"wp:term":[{"taxonomy":"chapter-type","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapter-type?post=351"},{"taxonomy":"contributor","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/contributor?post=351"},{"taxonomy":"license","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/license?post=351"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}