6.11 Chapter References

Blick, J. (2002, January 01). Inside the smartest little company in America. Inc. http://www.inc.com/magazine/20020101/23798.html

Bly, B. (2010, January 6). Overcoming objections.  http://bly.com/blog/general/overcoming-objections

Bosworth, M. T. (1995). Solution selling: Creating buyers in difficult selling markets (1st ed.). McGraw-Hill.

Brodie, I. (n.d.). How to become a trusted advisor. http://www.ianbrodie.com/blog/becoming-trusted-advisor

Carroll, J. (1998, December 7). Your Price is too high—Not! Inc.com.  http://www.inc.com/articles/1998/12/14304.html

Castro, J. L. (2008, July 10). Using web video conferencing to host an effective online sales presentation – 6 best practice tips. EzineArticles. http://ezinearticles.com/?id=1316495

Changing Minds Book Reviews. (n.d.). SPIN selling, review of SPIN selling. http://changingminds.org/books/book_reviews/spin.htm

Chapin, J. (n.d.). Sales presentations- How location can affect your presentation and what to do. John Chapin Consulting Inc. https://www.completeselling.com/sales-blog/

Clifford, S. (2007, February 01). Fasten your seatbelts. Inc. http://www.inc.com/magazine/20070201/features-sales-performance-ilicic.html

Clifford, S. (2007, February 1). Find the fox. Inc. https://www.inc.com/magazine/20070201/features-sales-performance-lo.html

Davis, K. (2013, November 08). 10 tips for winning sales presentations. Business Know-How. http://www.businessknowhow.com/marketing/winslspres.htm

Doyle, A. (n.d.). Writing Thank You Letters. About.com.  http://jobsearch.about.com/od/thankyouletters/a/thankyouletters.htm

Edwards, R. T. (1993, March). Power selling. American Salesman, 38(3), 13.

Energy Star. (n.d.). Commercial dishwashers for consumers. U.S. Environmental Protection Agency and U.S. Department of Energy. https://www.energystar.gov/products/commercial_dishwashers

Futrell, C. M. (2008). Fundamentals of selling: Customers for life through service (10th ed.). McGraw-Hill Irwin.

Gitomer, J. (2005). Little red book of selling: 12.5 principles of sales greatness (153, 157). Bard Press.

Gitomer, J. (2009, May 18). Objection prevention & objection cure [Video]. YouTube. http://www.youtube.com/watch?v=CgfmcuE_06w

Gitomer, J. (2009, June 22). I’d like to think about It—and other sales stalls [Video]. YouTube.  http://www.youtube.com/watch?v=cCyf8af78A8&feature=related

Greco, S. (1995, October 1). Anatomy of a launch: The five-hour multimedia sales presentation. Inc. https://www.inc.com/magazine/19951001/2441.html

Grikscheit, G. M., Cash, H. C., & Young, C. E. The Handbook of selling: Psychological, managerial, and marketing dynamics (2nd ed.). Wiley.

Hansen, R. S. (n.d.). Job interview follow-up do’s and don’ts. Quintessential Careers. http://www.quintcareers.com/interview_follow-up-dos-donts.html

Hofman, M., & Joyner, A. (2009, September 1). A salesforce built around cold calling. Inc. http://www.inc.com/magazine/20090901/a-sales-force-built-around-cold-calling.html

Holden, J. (). The Selling Fox (Hoboken, NJ: John Wiley and Sons, Inc., 2002), 25.

Hopkins, T. (2005, February 7). Giving champion presentations. Entrepreneur. http://www.entrepreneur.com/sales/presentations/article75918.html#ixzz0LqUNOCM3 

James, G. (2009, May 16). How to give a killer sales presentation. CBS News. https://www.cbsnews.com/news/how-to-give-a-killer-sales-presentation/

James, G. (2009, August 12). Top 10 lies customers tell sales reps. CBS News. https://www.cbsnews.com/news/top-10-lies-customers-tell-sales-reps/

Jim. (2013, January 16). 7 essential tips for handling telephone objections. GSA Marketing. https://gsa-marketing.co.uk/7-essential-tips-for-handling-telephone-objections/

Johnson, M. (2009, June 10). Why even successful speakers need to practice. CIO. https://www.cio.com/article/278372/careers-staffing-why-even-successful-speakers-need-to-practice.html

Karasik, P., & Benson, J. (2004). 22 keys to sales success (119). Bloomberg Press.

Kawasaki, G. (n.d.). The 10/20/30 rule of PowerPoint. guykawasaki.com. https://guykawasaki.com/the_102030_rule/

Kendy, W. F. (n.d.). An uncertain situation: How to kick-start the hesitant buyer. Selling Power, 27(9). http://www.sellingpower.com/content/article.php?a=7658

Kurtz, R., & Shick, M. (2007). Making a sale from the inc. 500. Inc. https://www.inc.com/inctv/2007/07/making-a-sale.html

Leotta, J. (n.d.). Overcoming doubts: The road to a sale is blocked by the prospect’s doubts. Selling Power, 20(2). http://www.sellingpower.com/content/article.php?a=5351

Loew, I. (2020, December 1). The art of the sales follow-up: 7 ways to keep the conversation going. Hubspot. https://blog.hubspot.com/sales/sales-follow-up-infographic

Manage Smarter. (2009, June 08). Video conferencing etiquette checklist. http://www.presentations.com/msg/content_display/training/e3i0fe06f39ca140432cc75be4595e2c6e1

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

Milano, S. (n.d.). How to improve ROI. CHRON. https://smallbusiness.chron.com/improve-roi-67173.html

Miles, D. H. (2003). The 30 second encyclopedia of learning and performance. AMACOM.

Miller, A. (2008, February 22). Death by PowerPoint sales. Sales and Management Blog. http://salesandmanagementblog.com/2008/02/22/guest-article-death-by-powerpoint-by-anne-miller

Moncrief, W. C., & Marshall, G. W. (2005). The evolution of the seven steps of selling. Industrial Marketing Management, 34(1), 13–22. https://doi.org/10.1016/j.indmarman.2004.06.001

Morgan-Seager, P. (n.d.). Handle objections and have fun! Multifamilypro. http://www.naylornetwork.com/FAP-nwl/articles/?aid=30770&projid=2193

Rackham, N. (1996). The SPIN selling fieldbook. McGraw-Hill. http://www.sellingandpersuasiontechniques.com/SPIN-selling.html

Reilly, T. (2017, August 25). What is a fair price? Tom Reilly Training.  https://tomreillytraining.com/article/what-is-a-fair-price/

Reilly, T., & Reilly, P. (2018).Value-added selling: How to sell more profitably, confidently, and professionally by competing on value – not price (4th ed.). McGraw-Hill Education.

Richmond, K. (2008). Brand you (3rd ed.). Upper Saddle River, NJ: Pearson Prentice Hall.

Rose, J. (n.d.). New 2009 Toyota RAV4 features and prices. Auto Broker Magic. https://www.auto-broker-magic.com/ 

Robertson, K. (2021, January 08). How to create a powerful sales presentation. LiveAbout. http://sbinfocanada.about.com/od/salesselling/a/presentationkr.htm

Rubin, J. (2005, November). Overcoming objections. Folio, 80–81.

Schultz, L. M. (1984, June 1). Guaranteed advantage. Inc.  http://www.inc.com/magazine/19840601/7042.html

Sugars, B. (2007, May 22). Building repeat business from day 1. Entrepreneur. http://www.entrepreneur.com/startingabusiness/startupbasics/startupbasicscolumnistbradsugars/article178724.html

The Solar Stop. (n.d.). 4 steps to close more sales. http://www.solarstop.net/edtm/sales_demonstration.htm

Tracy, B. (1995). Advanced selling strategies. Simon & Schuster Audio Division.

Verrecchia, F. P. (2004, August 11). How to identify and overcome objections. Edward Lowe Perspectives. http://www.bankseta.org.za/downloads/faisII/benefits/objections.pdf

Weitz, B. A., Castleberry, S. B., & Tanner, J. F. (2003). Selling: building partnerships (5th ed.). McGraw Hill.

Wheaton, G. (2008, November). Request for proposal.  Epiq Technologies. http://www.epiqtech.com/request-for-proposal-rfp.htm

William, G. (2007, July 13). The perfect presentation: Technology. Entrepreneur. http://www.entrepreneur.com/marketing/marketingbasics/article181582.html

Woodley, G. (n.d.). SPIN selling is good. Selling and Persuasion Techniques. http://www.sellingandpersuasiontechniques.com/SPIN-selling.html

Wolfram, E. (n.d.). How to sell-SPIN selling. http://wolfram.org/writing/howto/sell/spin_selling.html

Ye, L. (2022, July 12). Objection handling: 44 common sales objections & how to respond. Hubspot. https://blog.hubspot.com/sales/handling-common-sales-objections