5.10 Chapter References

Alonso, T. (2023, February 14). How Hershey Became One Of The World’s Largest Chocolate Manufacturers. Cascade. https://www.cascade.app/studies/hershey-strategy-study

Balinas, T. (2022, August 10). Social media etiquette for business owners: 25 do’s and don’ts. OutboundEngine. https://www.outboundengine.com/blog/social-media-etiquette-for-business-25-dos-donts/

Barnhart, B. (2023, April 27). 16 ways to build a better social media presence. Sprout Social. https://sproutsocial.com/insights/building-social-media-presence/

Belludi, N. (2017, May 16). Don’t be interesting-be interested! Right Attitudes. https://www.rightattitudes.com/2017/05/16/be-interested/

Brudner, E. (2016, December 7). The top 5 reasons your prospects say “no”. HubSpot. https://blog.hubspot.com/sales/reasons-your-prospects-say-no

Chitwood, R. (1997, September 28). Every sales call must have a clear objective. Puget Sound Business Journal. https://www.bizjournals.com/seattle/stories/1997/09/29/smallb3.html?page=2

Christie, M. (2012, March 2). Dress for success. Salesforce  training. Retrieved from https://www.salesforcetraining.com/dress-for-success/

Connick, W. (2019, July 19). Asking the right questions to make the sale. LiveAbout. https://www.liveabout.com/questions-that-make-a-sale-2917200

Duncan, G. (2006, October 12). Every sales call requires an objective and decision. Denver Business Journal. https://www.bizjournals.com/denver/stories/2006/10/16/smallb8.html

First Impressions. (2020). Basic first impressions. Psychology Today. https://www.psychologytoday.com/ca/basics/first-impressions

Freese, T. (2003). Secrets of question based selling.  Naperville, Ill. : Sourcebooks.

Girard, L. (2011, November 14). How to conquer your sales fears. Entrepreneur. https://www.entrepreneur.com/article/220691

Greco, S. (2007, April 1). The need for speed. Inc. https://www.inc.com/magazine/20070401/salesmarketing-smart-selling.html

Greco, S. (1995, July). Marketing: Selling the superstores. Inc. http://www.inc.com/magazine/19950701/2331.html

Harrison, C. (2001, Fall). Warming up to cold calls. Expressions of Excellence. http://www.expressionsofexcellence.com/ARTICLES/warmcoldcalls.htm

Hingley, J. (2016, February 22). How to prospect using Twitter, Linkedin, and Facebook. SocialMedia Examiner. https://www.socialmediaexaminer.com/how-to-prospect-using-twitter-linkedin-and-facebook/

Honigman, B. (2020, January 31). 10 simple Twitter tactics what you’ll get you more traffic today. SmartBlogger. https://smartblogger.com/twitter-traffic/

Jeffrey, B. (2012, March 2). Dress for success. Salesforce Training. https://www.salesforcetraining.com/dress-for-success/

JB Sales. (2020). Stop asking me how I’m doing today. https://jbarrows.com/blog/stop-asking-how-im-doing/

Kahle, D. (2010, May 26). What Are Your Views on Dress? Does it Matter? The Kahle Way. Retrieved from http://www.davekahle.com/qa/dress.htm

Manning, G. & Reece, B. (2004). Selling today: Creating customer value (9th ed.). Prentice Hall.

McGaulley, M. (2010, April 07). Phone sales skills: Your first contact with the prospect. EzineArticles. http://www.how-to-sell-your-better-mousetrap.com/phone_sales_skills.html

Mehrabian, A. (2007). Nonverbal communication (1st ed.). Aldine Transaction.

Meisenheimer, J. (2009, May 29). 7 things to do to prepare for your first sales call. EzineArticles.com. https://ezinearticles.com/?7-Things-to-Do-to-Prepare-For-Your-First-Sales-Call&id=2409769

Mize, S. (2008, May 27). What’s the most effective first contact with a prospect – email or Phone? EzineArticles. http://ezinearticles.com/?Whats-The-Most-Effective- First-Contact-With-A-Prospect-Email-Or-Phone? & id=1206246

Morgan, S. (2009, August 2). This is a Sales Call: How to Begin Prospecting Calls with Integrity. EzineArticles.  http://ezinearticles.com/?This-is-a-Sales-Call:-How-to-Begin-Prospecting-Calls-with- Integrity&id=34073

On Strategy | Virtual Strategist (2008, October 17). How to set SMART goals [Video]. YouTube. http://www.youtube.com/watch?v=uThBb3kGf4k

Pincus, A. (2007, June 18). The perfect (elevator) pitch. Bloomberg BusinessWeek. https://www.bloomberg.com/news/articles/2007-06-18/the-perfect-elevator-pitchbusinessweek-business-news-stock-market-and-financial-advice#xj4y7vzkg

Prater, M. (2021, June 11). A comprehensive guide to talking to prospects on the phone. HubSpot. https://blog.hubspot.com/sales/everything-you-need-to-know-about-selling-over-the-phone-in-a-single-infographic

Silverstein, R. (2007, July 25). How do I build customer rapport? Entrepreneur. http://www.entrepreneur.com/management/leadership/leadershipcolumnistraysilverstein/article1

skillsconnectionTV. (2008, March 3). How to get better results from your sales meetings [Video]. YouTube. https://www.youtube.com/watch?v=B9SptdjpJBQ

Thull, J. (2007, February 6). How to establish sales credibility: It’s not the stories you tell, it’s the questions you ask. MarketingProfs. http://www.marketingprofs.com/7/thull15.asp

Weiss, W. (2004). Your voice is your instrument. Sales Information. http://www.sales.net63.net/1134.php

Weitz, M., Castleberry, A. & Tanner, J. (2003). Selling: Building partnerships (5th ed.). McGraw-Hill.