1.13 Chapter References

Adamson, B. & Gomez, C. (Eds.). (2019). The sense making seller. Gartner. https://emtemp.gcom.cloud/ngw/globalassets/en/sales-service/documents/trends/redefining-the-high-performing-seller-ebook.pdf

Adler, L. (2016, February 29). New Survey Reveals 85% of All Jobs are Filled Via Networking. Linkedin.com. https://www.linkedin.com/pulse/new-survey-reveals-85-all-jobs-filled-via-networking-lou-adler/

American Customer Satisfaction Index. (2023, May 9). Benchmarks. https://www.theacsi.org/our-industries/

Atlas, S. (2010). Listening for buying signals. SellingPower. https://www.sellingpower.com/2010/02/01/5350/listening-for-buying-signals

Baxter, R. K. (2018). Networking for sales professionals [MOOC]. LinkedIn. https://www.linkedin.com/learning/networking-for-sales-professionals

Blum, K. & Omale, G. (2019, September 17). Gartner Says the Biggest Challenge in B2B Sales Today Is a Lack of Customer Confidence. Gartner Newsroom. https://www.gartner.com/en/newsroom/press-releases/2019-09-17-gartner-says-the-biggest-challenge-in-b2b-sales-today

Castleberry, S. B., & Tanner, J. F. (2022). Selling building partnerships. McGraw Hill LLC.

Cauley, L. (2008, July 31). AT&T: ‘We’re all about wireless’. USA Today. https://usatoday30.usatoday.com/tech/wireless/phones/2008-07-31-att-iphone-stephenson-apple_N.htm

Cullison, A. [Alex Cullison]. (2019, February 18). Professional interview using a portfolio presentation [Video]. YouTube. https://www.youtube.com/watch?v=WhQNjDbhlKQ 

De Avila, J. (2009, July 16). Beyond job boards: Targeting the source. The Wall Street Journal. https://www.wsj.com/articles/SB10001424052970203872404574260032327828514

Dietzschold Bourgeois, D. (2009, February 14). Six steps to harnessing the power of LinkedIn. Social Media Second. https://magicmarketingusa.wordpress.com/2009/01/07/linkedin/

Direct Selling Association. (2023). Direct selling association I representing direct selling companieshttps://www.dsa.org/

Direct Sellers Association of Canada. (2022, October 27). Industry statistics and researchhttps://dsa.ca/industry-statistics-and-research/

Duncan, T. (1999, December 1). Your sales style. Incentive. 64–66.

Eisenberg, B. (2001, November 26). Buying is not a rational decision. ClickZ. https://www.clickz.com/buying-is-not-a-rational-decision/

Futrell, C. (2008). Fundamentals of selling: Customers for life through service (10th ed.). Mc-Graw-Hill Education.

Gitomer, J. [Jeffrey Gitomer’s Sales Training Channel]. (2008, May 18). No risk no reward  [Video]. YouTube. Retrieved May 15, 2023, from http://www.youtube.com/watch?v=UBHBk-A4a5M

Google. (2023). About google, our culture & company news. https://about.google/

Griggs, B. (2009, June 19). iPhone 3GS launch has app developers seeing gold. CNN. https://www.cnn.com/2009/TECH/06/19/iphone.3gs.launch/index.html

Hargis, M. (2008, November 5). Social networking sites dos and don’ts. CNN. http://www.cnn.com/2008/LIVING/worklife/11/05/cb.social.networking/index.html

Helmold, M. (2022). Strategic performance management: Achieving long-term competitive advantage through performance excellence. Springer Cham. https://doi.org/10.1007/978-3-030-98725-1_7

Holland, P. J. & Brody, M. (2005). Help! was that a career-limiting move? Career Skills Press.

Howcast. (2008, March 7). How to network [Video]. YouTube. https://www.youtube.com/watch?v=Y9VUqB7wQpY

Inc. (2009, June 21). Multilevel marketinghttps://www.inc.com/encyclopedia/multilevel-marketing.html

Indeed Editorial Team. (2023, February 3). What is a career portfolio? definition and how to make one. https://ca.indeed.com/career-advice/career-development/career-portfolio

Indeed Editorial Team. (2023, March 10). Reference letters vs. recommendation letters. https://www.indeed.com/career-advice/resumes-cover-letters/reference-letter-vs-recommendation-letter

Jobs, S. (2005, June 12). ‘You’ve got to find what you love,’ Jobs says. Stanford Report. https://news.stanford.edu/2005/06/12/youve-got-find-love-jobs-says/

Klaus, P. (2008). Brag! the art of tooting your own horn without blowing it. Grand Central Publishing.

Manning, G., Reece, B., & Ahearne, M. (2010). Selling today: Creating customer value (11th ed.). Pearson Prentice Hall.

McCue, M. (2008). Lessons from the master. Sales and Marketing Management.

McNamara, C. (2023, March 22). How to start a nonprofit – complete guide and free resources. Management Library. https://management.org/startingorganizations/start-nonprofit.htm#anchor123456

MonkeySee. (2009, December 16). Job interview – creating a portfolio [Video]. YouTube. https://www.youtube.com/watch?v=hQhigdJ-xEk

Muoio, A. (1998, October 31). Sales school: Unit of one. Fast Company. https://www.fastcompany.com/36041/sales-school

Norton, M. (2008, March 1). Is the successful sales person made or born? EzineArticles. https://ezinearticles.com/?Is-the-Successful-Sales-Person-Made-Or-Born?&id=1020044

Olsen, P. R. (2009, June 07). Sweets tester in chief. New York Times. https://www.nytimes.com/2009/06/07/jobs/07boss.html 

Porter, M. (2011, October 11). Measuring up: Six common characteristics of successful salespeople. Roofing Contractor RSS. https://www.roofingcontractor.com/articles/85861-measuring-up-six-common-characteristics-of-successful-salespeople

Quain, S. (2018, November 8). 4 types of salespeople. Chron. https://smallbusiness.chron.com/4-types-salespeople-33679.html

resumemic09. (2009, July 25). How to make a resume – what is a portfolio and how can I use one to get a job? [Video]. YouTube. https://www.youtube.com/watch?v=PrHI0m0B1l4

Richmond, K., Solomon, M. R., & Stuart, E. W. (2008). Brand you for marketing: Real people, real choices (3rd ed.). Prentice Hall.

Robertson, K. (2015, January 15). Characteristics of successful salespeople. ZenBusiness Inc. https://www.zenbusiness.com/blog/successful-salesperson/

Salary.com. (2021, April 1). Unlock the power of pay. Salary.com. https://www.salary.com/

Shruti, B. (2019). Sales management. Economics Discussion. https://www.economicsdiscussion.net/sales/sales-management/32207

Starbucks Corporation. (2023, April 24). Our mission. https://stories.starbucks.com/mission/

Sweeney, G. (2023, May 11). 9 types of selling: Defining today’s sales landscape. Revenue Grid: Revenue Operations and Intelligence Platform. https://revenuegrid.com/blog/types-of-selling/ 

Sujan. (2022, April 20). What is selling? Definition, meaning, nature, and types. Tyonote. https://tyonote.com/selling/ 

Tanner, J. F., Fournier, C., Wise, J. A., Hollet, S., & Poujol, J. (2008). Executives’ perspectives of the changing role of the sales profession: Views from France, the United States, and Mexico. Journal of Business and Industrial Marketing, 23 (3), 193–202. https://doi.org/10.1108/08858620810858454

Walters, R. (2020). B2B vs B2C sales jobs. Career Advice. https://www.robertwalters.cn/career-advice/B2B-vs-B2C-sales-jobs.html

Weitz, B., Castleberry, S., & Tanner, J. (2010). Selling: Building partnerships (7th ed.). McGraw-Hill Education.

Wisdom, K. (2019a, May 16). Characteristics of successful professionals — a propensity to take risks. Dave Kahle Wisdom. https://www.davekahle.com/characteristics-successful-professionals-propensity-take-risks/

Wisdom, K. (2019b, October 15). Characteristics of successful salespeople. Dave Kahle Wisdom. https://www.davekahle.com/characteristics-of-successful-salespeople/


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