{"id":371,"date":"2022-02-02T18:22:06","date_gmt":"2022-02-02T23:22:06","guid":{"rendered":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/?post_type=chapter&p=371"},"modified":"2022-02-02T18:22:06","modified_gmt":"2022-02-02T23:22:06","slug":"references-9","status":"publish","type":"chapter","link":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/chapter\/references-9\/","title":{"raw":"References","rendered":"References"},"content":{"raw":"

Balinas, T. (2020, February 20). Social media etiquette for business owners: 25 do\u2019s and don\u2019ts.\u00a0OutboundEngine.\u00a0<\/em>Retrieved from\u00a0https:\/\/www.outboundengine.com\/blog\/social-media-etiquette-for-business-25-dos-donts\/<\/a><\/p>\r\n

Barnhart, B. (2020, May20). 15 tips to building a better social media presence.\u00a0\u00a0Sprout Social.<\/em>\u00a0Retrieved from\u00a0https:\/\/sproutsocial.com\/insights\/building-social-media-presence\/<\/a><\/p>\r\n

Belludi, N. (2017, May 16). Don\u2019t be interesting-be interested! Right attitudes.<\/em>\u00a0Retrieved from\u00a0https:\/\/www.rightattitudes.com\/2017\/05\/16\/be-interested\/<\/a><\/p>\r\n

BNET (2010, March). Health Care Industry and Social Perception. \u00a0BNET.<\/em>\u00a0Retrieved from\u00a0http:\/\/findarticles.com\/p\/articles\/mi_g2699\/is_0003\/ai_2699000324\/?tag=content;col1<\/a><\/p>\r\n

Brennan, J. (2009, July30). The Art of Adaptation.\u00a0EvanCarmichael.com<\/em>. Retrieved from http:\/\/www.evancarmichael.com\/Sales\/395\/The-Art-of-Adaptation.html\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 \u00a0<\/a><\/p>\r\n

Brudner, E. (2016, December 7). Reasons your prospect says no.\u00a0Hubspot.<\/em>\u00a0Retrieved from\u00a0https:\/\/blog.hubspot.com\/sales\/reasons-your-prospects-say-no<\/a><\/p>\r\n

Christie, M. (2012, March 2). Dress for success. Salesforce\u00a0 training<\/em>. Retrieved from\u00a0https:\/\/www.salesforcetraining.com\/dress-for-success\/<\/a><\/p>\r\n

Connick, W.\u00a0 (2019, July 19). Questions that make a sale.\u00a0Careers.<\/em>\u00a0 Retrieved from\u00a0https:\/\/www.thebalancecareers.com\/questions-that-make-a-sale-2917200<\/a><\/p>\r\n

First impressions. (2020). Basic first impressions. \u00a0Psychology today<\/em>. Retrieved from\u00a0https:\/\/www.psychologytoday.com\/ca\/basics\/first-impressions<\/a><\/p>\r\n

Girard, L.\u00a0 (2011, November 14). How to conquer your sales fears.\u00a0\u00a0Entrepreneur.<\/em>\u00a0 Retrieved from\u00a0https:\/\/www.entrepreneur.com\/article\/220691<\/a><\/p>\r\n

Greco, S. (1995, July). Marketing: Selling the Superstores.\u00a0Inc.<\/em>, Retrieved from\u00a0http:\/\/www.inc.com\/magazine\/19950701\/2331.html<\/a><\/p>\r\n

James, G. (2009, March 9). Principles of Building Rapport.\u00a0BNET.<\/em>\u00a0Retrieved from\u00a0http:\/\/blogs.bnet.com\/salesmachine\/?p=1461&tag=content;col1<\/a><\/p>\r\n

JB sales. (2020). Stop asking me how I\u2019m doing today. Retrieved from\u00a0https:\/\/jbarrows.com\/blog\/stop-asking-how-im-doing\/<\/a><\/p>\r\n

Harrison, C. (2001, fall). Warming Up to Cold Calls. \u00a0Expressions of Excellence. Retrieved from\u00a0http:\/\/www.expressionsofexcellence.com\/ARTICLES\/warmcoldcalls.htm<\/a><\/p>\r\n

Hingley, (2016, February 16)\u00a0\u00a0 How to prospect using Twitter, Linkedin, and Facebook.\u00a0Socialmedia Examiner.<\/em>\u00a0Retrieved from\u00a0https:\/\/www.socialmediaexaminer.com\/how-to-prospect-using-twitter-linkedin-and-facebook\/<\/a><\/p>\r\n

Honigan, B. (2020, January 31).\u00a0 10 simple Twitter tactics what you\u2019ll get you more traffic today.\u00a0Smartblogger.<\/em>\u00a0Retrieved from\u00a0https:\/\/smartblogger.com\/twitter-traffic\/<\/a><\/p>\r\n

Kahle, D. (2010, May 26). What Are Your Views on Dress? Does it Matter?\u00a0The Kahle Way<\/em>. Retrieved from http:\/\/www.davekahle.com\/qa\/dress.htm<\/a><\/p>\r\n

Manning, G. & Reece, B. (2004).\u00a0Selling<\/em>\u00a0Today:<\/em>\u00a0Creating<\/em>\u00a0Customer<\/em>\u00a0Value<\/em>, 9th ed. Upper Saddle River, NJ: Prentice Hall, 218.<\/p>\r\n

McGaulley, M. (2009). \u00a0Phone Sales Skills: Your First Contact with the Prospect. Sales Training Source. Retrieved from\u00a0 \u00a0http:\/\/www.how-to-sell-your-better-mousetrap.com\/phone_sales_skills.html<\/a><\/p>\r\n

Paul McCartney\u2019s first concert at City Field (2009, July 17). [Youtube]. Retrieved from\u00a0http:\/\/www.youtube.com\/watch?v=cdHC6OJPShQ\u00a0<\/a>(accessed July 26, 2009).<\/p>\r\n

Paul McCartney at Citi Field Opening Song \u2018Drive My Car,\u2019 (2009, July 17). [Youtube video]. Retrieved from\u00a0http:\/\/www.macca-<\/a>\u00a0central.com\/news\/?id=3070\u00a0<\/a>(accessed July 26, 2009).<\/p>\r\n

Meisenheimer, J. (2009).\u00a0 7 things to do to prepare for your first sales call.\u00a0\u00a0Ezine articles.<\/em>\u00a0 Retrieved from\u00a0https:\/\/ezinearticles.com\/?7-Things-to-Do-to-Prepare-For-Your-First-Sales-Call&id=2409769<\/a><\/p>\r\n

Mehrabian, A. (2007). Nonverbal Communication. New Brunswick, NJ: Aldine Transaction.<\/p>\r\n

Mize, P. (2009, July 30). What\u2019s the Most Effective First Contact with a Prospect\u2014Email or Phone?\u201d\u00a0EzineArticles.<\/em>\u00a0Retrieved from\u00a0http:\/\/ezinearticles.com\/?Whats-The-Most-Effective-\u00a0\u00a0 \u00a0First-Contact-With-A-Prospect\u2014<\/a>Email-Or-Phone? &amp; id=1206246<\/a><\/p>\r\n

Morgan, S. (2009, August 2).\u00a0 This is a Sales Call: How to Begin Prospecting Calls with Integrity. \u00a0EzineArticles.<\/em>\u00a0Retrieved from\u00a0\u00a0 \u00a0http:\/\/ezinearticles.com\/?This-is-a-Sales-Call:-How-to-Begin-Prospecting-Calls-with-<\/a>\u00a0Integrity&amp;id=34073<\/a><\/p>\r\n

Petoors, P. (2009, March10). How to Contact Your Prospect by Phone. \u00a0Pieter\u2019s Blog<\/em>. Retrieved from\u00a0http:\/\/pietpetoors.com\/blog\/how-to-contact-your-prospect-by-phone<\/a><\/p>\r\n

Pincus, A. (2007, June 18). The Perfect (Elevator) Pitch.\u00a0BusinessWeek<\/em>. \u00a0Retrieved from\u00a0http:\/\/www.businessweek.com\/careers\/content\/jun2007\/ca20070618_134959.htm<\/a><\/p>\r\n

Prater, M. (2019). A comprehensive guide to talking to prospects on the phone. Hubspot. Retrieved from\u00a0https:\/\/blog.hubspot.com\/sales\/everything-you-need-to-know-about-selling-over-the-phone-in-a-single-infographic<\/a><\/p>\r\n

Richardson, L. (2005, April 19). Dealing with Gatekeepers. \u00a0Sales Coach Blog.\u00a0AllBusiness.<\/em>\u00a0Retrieved from\u00a0http:\/\/www.AllBusiness.com\/sales\/selling-techniques\/3873127-1.html<\/a><\/p>\r\n

Roque, C. (2017, march 28). How to overcome your fear of sales and rejection.\u00a0 Retrieved from\u00a0https:\/\/business.tutsplus.com\/tutorials\/how-to-overcome-your-fear-of-sales-and-rejection\u2013cms-28466<\/a><\/p>\r\n

Silverstein, R. (2007, July 25). How Do I Build Customer Rapport?\u00a0Entrepreneur.\u00a0<\/em>Retrieved from\u00a0http:\/\/www.entrepreneur.com\/management\/leadership\/leadershipcolumnistraysilverstein\/article1<\/a><\/p>\r\n

Smith, D. (2008, April 28). \u00a0How to Contact Business Prospects.\u00a0ArticlesBase<\/em>. Retrieved from\u00a0http:\/\/www.articlesbase.com\/communication-articles\/how-to-contact-business-prospects-<\/a><\/p>\r\n

Sob, A. (2019). Procrastination will kill sales.\u00a0SmartCalling<\/em>.\u00a0 Retrieved from\u00a0http:\/\/smartcalling.com\/procrastination-will-kill-sales\/<\/a><\/p>\r\n

Thul, J. (2007, February 6). How to Establish Sales Credibility: It\u2019s Not the Stories You Tell, It\u2019s the Questions You Ask.\u00a0MarketingProfs<\/em>. Retrieved from,\u00a0http:\/\/www.marketingprofs.com\/7\/thull15.asp<\/a><\/p>\r\n

Ward, S. Cold Calling Tips. Tips for Successful Cold Calling (n.d). \u00a0AllBusiness<\/em>. Retrieved from\u00a0http:\/\/www.AllBusiness.com\/sales\/selling-techniques-<\/a><\/p>\r\n

Weiss, W. (2004).\u00a0 Your Voice Is Your Instrument. Sales Information. Retrieved from\u00a0http:\/\/www.sales.net63.net\/1134.php<\/a><\/p>\r\n

Weitz, M., Castleberry, A. & Tanner, J. (2003).\u00a0 \u00a0Selling:<\/em>\u00a0Building<\/em>\u00a0Partnerships<\/em>, 5th ed. New York: McGraw-Hill, 245.<\/p>\r\n

Carmichael, E. (2009). His Secret Recipe: How Hershey Achieved Success.\u00a0EvanCarmichael.com.<\/em>\u00a0 Retrieved from\u00a0http:\/\/www.evancarmichael.com\/Famous-Entrepreneurs\/603\/His-Secret-Recipe-<\/a>\u00a0How-Hershey-Achieved-Success.html<\/a><\/p>\r\n ","rendered":"

Balinas, T. (2020, February 20). Social media etiquette for business owners: 25 do\u2019s and don\u2019ts.\u00a0OutboundEngine.\u00a0<\/em>Retrieved from\u00a0https:\/\/www.outboundengine.com\/blog\/social-media-etiquette-for-business-25-dos-donts\/<\/a><\/p>\n

Barnhart, B. (2020, May20). 15 tips to building a better social media presence.\u00a0\u00a0Sprout Social.<\/em>\u00a0Retrieved from\u00a0https:\/\/sproutsocial.com\/insights\/building-social-media-presence\/<\/a><\/p>\n

Belludi, N. (2017, May 16). Don\u2019t be interesting-be interested! Right attitudes.<\/em>\u00a0Retrieved from\u00a0https:\/\/www.rightattitudes.com\/2017\/05\/16\/be-interested\/<\/a><\/p>\n

BNET (2010, March). Health Care Industry and Social Perception. \u00a0BNET.<\/em>\u00a0Retrieved from\u00a0http:\/\/findarticles.com\/p\/articles\/mi_g2699\/is_0003\/ai_2699000324\/?tag=content;col1<\/a><\/p>\n

Brennan, J. (2009, July30). The Art of Adaptation.\u00a0EvanCarmichael.com<\/em>. Retrieved from http:\/\/www.evancarmichael.com\/Sales\/395\/The-Art-of-Adaptation.html\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 \u00a0<\/a><\/p>\n

Brudner, E. (2016, December 7). Reasons your prospect says no.\u00a0Hubspot.<\/em>\u00a0Retrieved from\u00a0https:\/\/blog.hubspot.com\/sales\/reasons-your-prospects-say-no<\/a><\/p>\n

Christie, M. (2012, March 2). Dress for success. Salesforce\u00a0 training<\/em>. Retrieved from\u00a0https:\/\/www.salesforcetraining.com\/dress-for-success\/<\/a><\/p>\n

Connick, W.\u00a0 (2019, July 19). Questions that make a sale.\u00a0Careers.<\/em>\u00a0 Retrieved from\u00a0https:\/\/www.thebalancecareers.com\/questions-that-make-a-sale-2917200<\/a><\/p>\n

First impressions. (2020). Basic first impressions. \u00a0Psychology today<\/em>. Retrieved from\u00a0https:\/\/www.psychologytoday.com\/ca\/basics\/first-impressions<\/a><\/p>\n

Girard, L.\u00a0 (2011, November 14). How to conquer your sales fears.\u00a0\u00a0Entrepreneur.<\/em>\u00a0 Retrieved from\u00a0https:\/\/www.entrepreneur.com\/article\/220691<\/a><\/p>\n

Greco, S. (1995, July). Marketing: Selling the Superstores.\u00a0Inc.<\/em>, Retrieved from\u00a0http:\/\/www.inc.com\/magazine\/19950701\/2331.html<\/a><\/p>\n

James, G. (2009, March 9). Principles of Building Rapport.\u00a0BNET.<\/em>\u00a0Retrieved from\u00a0http:\/\/blogs.bnet.com\/salesmachine\/?p=1461&tag=content;col1<\/a><\/p>\n

JB sales. (2020). Stop asking me how I\u2019m doing today. Retrieved from\u00a0https:\/\/jbarrows.com\/blog\/stop-asking-how-im-doing\/<\/a><\/p>\n

Harrison, C. (2001, fall). Warming Up to Cold Calls. \u00a0Expressions of Excellence. Retrieved from\u00a0http:\/\/www.expressionsofexcellence.com\/ARTICLES\/warmcoldcalls.htm<\/a><\/p>\n

Hingley, (2016, February 16)\u00a0\u00a0 How to prospect using Twitter, Linkedin, and Facebook.\u00a0Socialmedia Examiner.<\/em>\u00a0Retrieved from\u00a0https:\/\/www.socialmediaexaminer.com\/how-to-prospect-using-twitter-linkedin-and-facebook\/<\/a><\/p>\n

Honigan, B. (2020, January 31).\u00a0 10 simple Twitter tactics what you\u2019ll get you more traffic today.\u00a0Smartblogger.<\/em>\u00a0Retrieved from\u00a0https:\/\/smartblogger.com\/twitter-traffic\/<\/a><\/p>\n

Kahle, D. (2010, May 26). What Are Your Views on Dress? Does it Matter?\u00a0The Kahle Way<\/em>. Retrieved from http:\/\/www.davekahle.com\/qa\/dress.htm<\/a><\/p>\n

Manning, G. & Reece, B. (2004).\u00a0Selling<\/em>\u00a0Today:<\/em>\u00a0Creating<\/em>\u00a0Customer<\/em>\u00a0Value<\/em>, 9th ed. Upper Saddle River, NJ: Prentice Hall, 218.<\/p>\n

McGaulley, M. (2009). \u00a0Phone Sales Skills: Your First Contact with the Prospect. Sales Training Source. Retrieved from\u00a0 \u00a0http:\/\/www.how-to-sell-your-better-mousetrap.com\/phone_sales_skills.html<\/a><\/p>\n

Paul McCartney\u2019s first concert at City Field (2009, July 17). [Youtube]. Retrieved from\u00a0http:\/\/www.youtube.com\/watch?v=cdHC6OJPShQ\u00a0<\/a>(accessed July 26, 2009).<\/p>\n

Paul McCartney at Citi Field Opening Song \u2018Drive My Car,\u2019 (2009, July 17). [Youtube video]. Retrieved from\u00a0http:\/\/www.macca-<\/a>\u00a0central.com\/news\/?id=3070\u00a0<\/a>(accessed July 26, 2009).<\/p>\n

Meisenheimer, J. (2009).\u00a0 7 things to do to prepare for your first sales call.\u00a0\u00a0Ezine articles.<\/em>\u00a0 Retrieved from\u00a0https:\/\/ezinearticles.com\/?7-Things-to-Do-to-Prepare-For-Your-First-Sales-Call&id=2409769<\/a><\/p>\n

Mehrabian, A. (2007). Nonverbal Communication. New Brunswick, NJ: Aldine Transaction.<\/p>\n

Mize, P. (2009, July 30). What\u2019s the Most Effective First Contact with a Prospect\u2014Email or Phone?\u201d\u00a0EzineArticles.<\/em>\u00a0Retrieved from\u00a0http:\/\/ezinearticles.com\/?Whats-The-Most-Effective-\u00a0\u00a0 \u00a0First-Contact-With-A-Prospect\u2014<\/a>Email-Or-Phone? &amp; id=1206246<\/a><\/p>\n

Morgan, S. (2009, August 2).\u00a0 This is a Sales Call: How to Begin Prospecting Calls with Integrity. \u00a0EzineArticles.<\/em>\u00a0Retrieved from\u00a0\u00a0 \u00a0http:\/\/ezinearticles.com\/?This-is-a-Sales-Call:-How-to-Begin-Prospecting-Calls-with-<\/a>\u00a0Integrity&amp;id=34073<\/a><\/p>\n

Petoors, P. (2009, March10). How to Contact Your Prospect by Phone. \u00a0Pieter\u2019s Blog<\/em>. Retrieved from\u00a0http:\/\/pietpetoors.com\/blog\/how-to-contact-your-prospect-by-phone<\/a><\/p>\n

Pincus, A. (2007, June 18). The Perfect (Elevator) Pitch.\u00a0BusinessWeek<\/em>. \u00a0Retrieved from\u00a0http:\/\/www.businessweek.com\/careers\/content\/jun2007\/ca20070618_134959.htm<\/a><\/p>\n

Prater, M. (2019). A comprehensive guide to talking to prospects on the phone. Hubspot. Retrieved from\u00a0https:\/\/blog.hubspot.com\/sales\/everything-you-need-to-know-about-selling-over-the-phone-in-a-single-infographic<\/a><\/p>\n

Richardson, L. (2005, April 19). Dealing with Gatekeepers. \u00a0Sales Coach Blog.\u00a0AllBusiness.<\/em>\u00a0Retrieved from\u00a0http:\/\/www.AllBusiness.com\/sales\/selling-techniques\/3873127-1.html<\/a><\/p>\n

Roque, C. (2017, march 28). How to overcome your fear of sales and rejection.\u00a0 Retrieved from\u00a0https:\/\/business.tutsplus.com\/tutorials\/how-to-overcome-your-fear-of-sales-and-rejection\u2013cms-28466<\/a><\/p>\n

Silverstein, R. (2007, July 25). How Do I Build Customer Rapport?\u00a0Entrepreneur.\u00a0<\/em>Retrieved from\u00a0http:\/\/www.entrepreneur.com\/management\/leadership\/leadershipcolumnistraysilverstein\/article1<\/a><\/p>\n

Smith, D. (2008, April 28). \u00a0How to Contact Business Prospects.\u00a0ArticlesBase<\/em>. Retrieved from\u00a0http:\/\/www.articlesbase.com\/communication-articles\/how-to-contact-business-prospects-<\/a><\/p>\n

Sob, A. (2019). Procrastination will kill sales.\u00a0SmartCalling<\/em>.\u00a0 Retrieved from\u00a0http:\/\/smartcalling.com\/procrastination-will-kill-sales\/<\/a><\/p>\n

Thul, J. (2007, February 6). How to Establish Sales Credibility: It\u2019s Not the Stories You Tell, It\u2019s the Questions You Ask.\u00a0MarketingProfs<\/em>. Retrieved from,\u00a0http:\/\/www.marketingprofs.com\/7\/thull15.asp<\/a><\/p>\n

Ward, S. Cold Calling Tips. Tips for Successful Cold Calling (n.d). \u00a0AllBusiness<\/em>. Retrieved from\u00a0http:\/\/www.AllBusiness.com\/sales\/selling-techniques-<\/a><\/p>\n

Weiss, W. (2004).\u00a0 Your Voice Is Your Instrument. Sales Information. Retrieved from\u00a0http:\/\/www.sales.net63.net\/1134.php<\/a><\/p>\n

Weitz, M., Castleberry, A. & Tanner, J. (2003).\u00a0 \u00a0Selling:<\/em>\u00a0Building<\/em>\u00a0Partnerships<\/em>, 5th ed. New York: McGraw-Hill, 245.<\/p>\n

Carmichael, E. (2009). His Secret Recipe: How Hershey Achieved Success.\u00a0EvanCarmichael.com.<\/em>\u00a0 Retrieved from\u00a0http:\/\/www.evancarmichael.com\/Famous-Entrepreneurs\/603\/His-Secret-Recipe-<\/a>\u00a0How-Hershey-Achieved-Success.html<\/a><\/p>\n

 <\/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-371","chapter","type-chapter","status-publish","hentry","chapter-type-numberless"],"part":186,"_links":{"self":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/371","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\/371\/revisions"}],"predecessor-version":[{"id":372,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/371\/revisions\/372"}],"part":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/parts\/186"}],"metadata":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/371\/metadata\/"}],"wp:attachment":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/media?parent=371"}],"wp:term":[{"taxonomy":"chapter-type","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapter-type?post=371"},{"taxonomy":"contributor","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/contributor?post=371"},{"taxonomy":"license","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/license?post=371"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}