3.11 Chapter References

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Boston Public Library. (2023). Directories. https://www.bpl.org/resources-types/directories/

Boyd, A., & Jefferies, A. (2009, January 29). The crucial difference between contact management and CRM. E-Commerce Times. https://www.ecommercetimes.com/story/the-crucial-difference-between-contact-management-and-crm-65995.html?wlc=1244423929

Boyette, M. (2015, January 26). 3 reasons to welcome sales objections. LevelEleven. https://leveleleven.com/2015/01/3-reasons-to-welcome-sales-objections/

Breaking Travel News. (2003, January 9). Frontier airlines partners with Pepsi. https://www.breakingtravelnews.com/news/article/btn40005018/

Brown, D. (2009, June 11). Growing and managing your prospect pipeline. Coreconnex. http://www.coreconnex.com/2009/02/04/growing-and-managing-your-prospect-pipeline

Brudner, S. (2017, February 1). 9 psychology tips that will get your prospect to trust you further. HubSpot. https://blog.hubspot.com/sales/psychology-tips-that-will-get-your-prospects-to-trust-you-faster

Cardone, G. (2017, October 11). How ‘trial closes’ can make you rich. Entrepreneur. https://www.entrepreneur.com/article/302451

Castleberry, S. B., & Tanner, J. F. (2022). Selling building partnerships (11th ed.). McGraw Hill LLC.

Cherry, P. (2006). Questions that sell: the powerful process of discovering what your customer really wants (2nd ed.). AMACOM.

Cherry, P. (2018). Questions that sell: The powerful process for discovering what your customer really wants (2nd ed.). AMACOM.

Coe, J. M. (2004). The fundamentals of business-to-business sales & marketing. McGraw-Hill.

Fenn, D. (2006). (Re)born to be wild. Inc. https://www.inc.com/magazine/20060101/reborn.html

Ferrazzi, K. (2006, October 01). To be known, or unknown. Inc. https://www.inc.com/resources/sales/articles/20061001/kferrazzi.html

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

Futrell, C. (2008). ABC’s of relationship selling. McGraw-Hill Education.

Gallo, A. (2014, October 29). The value of keeping the right customers. Harvard Business Review. https://hbr.org/2014/10/the-value-of-keeping-the-right-customers

Greco, S. (2000, August 01).The nonstop, 24-7 CEO salesman. Inc. https://www.inc.com/magazine/20000801/19766.html

Horse World Expo. (2023). Home. https://www.horseworldexpo.com/

Inc. (2001, July 23). Making customer-relationship management work. https://www.inc.com/articles/2001/07/23102.html

Infoentrepreneurs. (2009). Close and followup the sale. https://www.infoentrepreneurs.org/en/guides/close-and-follow-up-the-sale/

James, G. (2007). Solution selling is dead. CBS News. https://www.cbsnews.com/news/solution-selling-is-dead/

King, V. (2001). How to write a movie in 21 days (Rev. ed.). HarperCollins.

Kopervas, G. (2008). More effective brainstorming [Presentation]. Saint Joseph’s University, Philadelphia, PA, United States.

Leach, J. (2009, May 29). How one small business uses Twitter to build its brand. Ad Age. https://adage.com/article/digitalnext/small-business-twitter-build-brand/136957

Lucidchart. (n.d.). 7-step sales process: When to use it and when to break it. https://www.lucidchart.com/blog/what-is-the-7-step-sales-process

Michael R. S., Greg W. M., & Elnora W. S. Marketing: Real people, real choices (5th ed.). Pearson Prentice Hall.

Montcreif, W. & Marshall, G. (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

Natenberg, T. (n.d.). What’s in it for the prospect? everything – if you tell them. SelfGrowth.com. https://selfgrowth.com/articles/Natenberg12.html

Ng, C. J. (2008, August 7). Customers don’t buy from people they like, they buy from those they trust. EzineArticles. https://ezinearticles.com/?Customers-Dont-Buy-From-People-They-Like,-They-Buy-From-Those-They-Trust&id=1391175

Ng, H. (2010, June 23). The best time to cold call for more sales. Ninja Blog. https://salesninja.asia/ninja-blog/the-best-time-to-cold-call-for-more-sales/

PMMI Media Group. (2011, October 20). Beverage bottles lighten up. Packaging World. https://www.packworld.com/design/materials-containers/news/13345131/beverage-bottles-lighten-up

Rackham, N. (1996). The SPIN selling field book (1st ed.). McGraw Hill.

Rosen, K. (2022, December 19). Keep the lines of communication with your prospects open. All Business. https://www.allbusiness.com/keep-the-lines-of-communication-with-your-prospects-open-4001387-1.html

Shih, C. (2011). The Facebook era (2nd ed.). Prentice Hall.

Spence, J. (2022, November 7). How to get more customers. John Spence’s Blog. https://blog.johnspence.com/get_more_customers/

Stone, A. (2009, June 08). Dennis Kelly photography took a shot with Facebook. Philadelphia Business Journal. https://www.bizjournals.com/philadelphia/stories/2009/06/08/smallb1.html 

Swift, P. (2008, August 12). Leveraging your CRM system to expand your client relationships. Getentrepreneurial.com. https://getentrepreneurial.com/archives/leveraging-your-crm-system-to-expand-your-client-relationships/

United States Department of Labor. (n.d.). Description for 6371: Pension, health, and welfare funds. Occupational Safety and Health Administration. https://www.osha.gov/sic-manual/6371

Vascellaro, J. E. (2007, August 29). Social networking goes professional. The Wall Street Journal. https://www.wsj.com/articles/SB118825239984310205

Wellner, A. S. (2003). A perfect brainstorm. Inc. https://www.inc.com/magazine/20031001/strategies.html

Whitford, D. (1994, July). Built by association. Inc. https://www.inc.com/magazine/19940701/3005.html


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