7.11 References

Atlas, S. (n.d.). Closing: How to use the right techniques to close a committee. SellingPower. http://www.sellingpower.com/content/article.php?a=5547

Beato, G. (2005, March 24). Twenty-five years of post-it notes. http://archives.secretsofthecity.com/magazine/reporting/features/twenty-five-years-post-it-notes-0

Brooks, L. (2010, July 30). Closing the loop on customer feedback. Sales & Marketing Management. http://www.salesandmarketing.com/article/closing-loop-customer-feedback

Burrows, P., & Hof, R. D. (2009, July 29). Yahoo gives in to Microsoft, gives up on search. Bloomberg BusinessWeek. http://www.businessweek.com/technology/content/jul2009/tc20090728_826397.htm

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

Charan, R. (2008, May 29). What your customer isn’t saying about your sales pitch. Wall Street Journal. http://online.wsj.com/article/SB121182439378120865.html

Changing Minds. (n.d.). Alternative close. http://changingminds.org/disciplines/sales/closing/alternative_close.htm

Changing Minds. (2020). Trial close. http://changingminds.org/disciplines/sales/closing/trial_close.htm#How

Chang, C.-C. (2006), When service fails: The role of the salesperson and the customer. Psychology & Marketing, 23(3), 203-224. https://doi.org/10.1002/mar.20096

Cohen, H. (1980). You can negotiate anything. New York: McGraw-Hill.

Covel, S. (2008, May 29). Finding the right people to make the sale. Wall Street Journal. http://online.wsj.com/article/SB121199448885726503.html

DeZube, D. (n.d.). Negotiating compensation for a job at a startup. Monster. http://career-advice.monster.com/salary-benefits/negotiation-tips/negotiating-compensation-startup/article.aspx

Eisenberg, M. (2007, March 13). Yahoo!—Great customer feedback loop. http://sixkidsandafulltimejob.blogspot.com/2007/03/yahoo-great-customer-feedback-loop.html

Entrepreneur. (n.d.). Negotiation. http://www.entrepreneur.com/encyclopedia/term/82556.html

Farber, B. (2008, April 01). Wrap it up. Entrepreneur. http://www.entrepreneur.com/magazine/entrepreneur/2008/april/191580.html

Flandez, R. (2008, September 12). Sales outsourcing first teaches workers to ask a lot of questions. Wall Street Journal. http://online.wsj.com/article/SB121199452139126417.html

Francis, C. (2008, November 13). Negotiation quick hits. The EyesOnSales Blog. http://www.eyesonsales.com/content/article/negotiation_quick_hits

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

Gitomer, J. (1995). Closing the sale requires as few as five questions. Business Press, 7(46), 31.

Gonzalez, G. R., Hoffman, K. D., & Ingram, T. N. (2005). Improving relationship selling through failure analysis and recovery efforts: A framework and call to action. The Journal of Personal Selling and Sales Management, 25(1), 57–65.

Goldman, D. (2009, July 29). Microsoft and Yahoo: Search partners. CNN Money. http://money.cnn.com/2009/07/29/technology/microsoft_yahoo/index.htm

Goldsmith, M. (2005, February 01). Don’t just check the box. Fast Company. https://www.fastcompany.com/52305/dont-just-check-box

Goldsmith, M. (2005, February 01). Don’t just check the box. Fast Company. https://www.fastcompany.com/52305/dont-just-check-box

Hedley, G. (2019, April 3). Customer care = cash!. https://hardhatpresentations.com/customer-care-cash/

Hoffman, J. (2022, May 23). 17 sales closing mistakes that’ll stop a deal in its tracks. Hubspot. https://blog.hubspot.com/sales/sales-closing-mistakes.

Hoult, J. (2000, November 30). Negotiation 101. Fast Company. http://www.fastcompany.com/articles/2000/10/act_podziba.html?page=0%2C0

Ingram, T., LaForge, R., Avila, R., Schwepker, C., WIllimas, M. & Shannahan, K. (2015). SELL. Nelson: Toronto.

James, G. (n.d.). Close more sales. Selling Power. http://www.sellingpower.com/content/article.php?a=6389

James, G. “Close More Sales: Train Your Sales Team,” Selling Power 23, no. 8, http://www.sellingpower.com/content/article.php?a=6389 (accessed March 16, 2010).

Kayser, S. (2015, June 8). Goldilocks and the complex sale – it’s complicated. https://stevekayser.com/goldilocks-and-the-complex-sale/

LaBarre, P. (1999, January 31). Saleswoman for the 21st century. Fast Company. http://www.fastcompany.com/node/36271/print

Levit, A. (2009).The don’t teach corporate in college: A twenty-something’s guide to the business world. Franklin Lakes, NJ: Career Press

Littman, S. (2008, May 01). Welcome to the new millennials. Response Magazine. http://www.responsemagazine.com/response-magazine/welcome-new-millenials-1192

Lorber, L. (2008, May 29). Three tips for closing a sale. Wall Street Journal. http://online.wsj.com/article/SB121198785761226199.html#printMode

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

Markey, R., Reichheld, F., & Dullweber, A. (2009, December). Closing the customer feedback loop. Harvard Business Review. http://hbr.harvardbusiness.org/2009/12/closing-the-customer-feedback-loop/ar/pr

Martin, S. (2017, August 2). 7 reasons salespeople don’t close the deal. Harvard Business Review. Retrieved from https://hbr.org/2017/08/7-reasons-salespeople-dont-close-the-deal

McGarvey, R. J. (1997, June 01). Covering the bases. Entrepreneur. http://www.entrepreneur.com/magazine/entrepreneur/1997/june/14260.html

McKay, D. R. (2019, August 13). Starting a new job. LiveAbout. https://www.liveabout.com/starting-a-new-job-524793

McKay, D. R. (2019, June 25). Make a good impression at your first job. LiveAbout. http://careerplanning.about.com/cs/firstjob/a/post_grad.htm

McPheat, S. (2021, November 15). Post sales follow up & managing the account. MTD Sales Training. http://www.mtdsalestraining.com/mtdblog/post-sales-follow-up.html

Maser, G. (2009, July 16). How to earn your customers’ loyalty. CRM Buyer. http://www.crmbuyer.com/story/67608.html

Mochari, I. (2002, November 01). What you learn on the other side. Inc. http://www.inc.com/magazine/20021101/24833.html

Monosoff, T. (2009, October 21). Focus on core customers. Entrepreneur. http://www.entrepreneur.com/article/printthis/203774.html

Money Instructor. Sales closing-closing throughout the sales cycle process using different types of closes. http://www.moneyinstructor.com/art/saleclose.asp

Nichols, M. (2007, April 19). The two-by-four closing question. Bloomberg BusinessWeek. https://www.bloomberg.com/news/articles/2007-04-19/the-two-by-four-closing-questionbusinessweek-business-news-stock-market-and-financial-advice?in_source=embedded-checkout-banner 

Niznik, J. S. (2020, April 08). Job offer letter sample. LiveAbout. http://jobsearchtech.about.com/od/jobofferletters/a/jobofferletter.htm

Novicki, C. (1996, October 31). Secrets of a superagent. Fast Company. http://www.fastcompany.com/magazine/05/superagent.html

Pipedrive. (2020). 9 ways to overcome fear of rejection in sales. https://www.pipedrive.com/en/blog/fear-of-rejection-in-sales

Popyk, B. (2019). Asking the right questions to close the sale. Music Trades, 167(11), 54.

Qualtrics.com (n.d.). How to calculate and measure Net Promotor Score. https://www.qualtrics.com/experience-management/customer/measure-nps/

RCM Staff Report. (February 01, 2003). 27 principles of negotiating with a meeting facility. https://www.meetingsnet.com/negotiatingcontracts/27-principles-negotiating-meeting-facility

Resisner, R. (2009, January 13). Comcast’s twitter man. Bloomberg BusinessWeek. https://www.bloomberg.com/news/articles/2009-01-13/comcasts-twitter-man?in_source=embedded-checkout-banner

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

Robertson, K. (2010, March 15). The power of follow up. Social Media Today. https://www.socialmediatoday.com/content/power-follow

Robertson, K. (2008, January 18). Let’s make a deal: Negotiating techniques. The EyesOnSales Blog. http://www.eyesonsales.com/content/article/lets_make_a_deal_negotiating_techniques

Rocher, J. M. (n.d.). Plot summary for Jerry Maguire. IMDb. http://www.imdb.com/title/tt0116695/plotsummary

Russo, M. (2009, November 18). That’s when you are successful in selling. Executive Panel in Marketing 2335-Public Relations and Publicity, Saint Joseph’s University, Philadelphia, PA.

Selling Power. (2004, May 17). Closing the deal. http://www.sellingpower.com/content/newsletter/issue.php?pc=368

Selling Power Pharmaceuticals eNewsletter. (2007, September 11). http://www.sellingpower.com/content/newsletter/issue.php?pc=648

Selling Power Sales Management eNewsletter. (2002, July 01). Customers’ negotiating tactics. http://www.sellingpower.com/content/newsletter/issue.php?pc=212

Selling Power Sales Management eNewsletter. (2003, January 06). Negotiating to win-win. http://www.sellingpower.com/content/newsletter/issue.php?pc=248

Selling Power Sales Management, eNewsletter. (2004, May 17). Closing the deal. eNewsletter. http://www.sellingpower.com/content/newsletter/issue.php?pc=368

Silverstein, R. (2007, May 18). How to close a sale in the first 30 seconds. Entrepreneur. http://www.entrepreneur.com/management/leadership/leadershipcolumnistraysilverstein/article178590.html

Swartz, J. (2009, November 18). Twitter helps customer service. USA Today.

Takash, J. (2015, November 11). Connect with the buyer. LinkedIn. https://www.linkedin.com/pulse/connect-buyer-joe-takash

Tjan, A. (2009, July 28). Four rules of effective negotiations. Harvard Business Review. https://hbr.org/2009/07/four-rules-for-effective-negot

Trial Close. (2020). Changing Minds. Retrieved from http://changingminds.org/disciplines/sales/closing/trial_close.htm#How

Wang, A. (2006, September 07). The first 90 days. Forbes. http://www.forbes.com/2006/09/06/leadership-pink-careers-cx_ag_0906ninetydays.html

Webber, A. M. (1998, October 31). How to get them to show you the money. Fast Company. http://www.fastcompany.com/magazine/19/showmoney.html

Weitz, B. A., Castleberry, S. B., & Tanner, J. F. Jr. (2008). Selling: building partnerships (7th ed.). New York: McGraw-Hill.

Wiggins A. (2020, February 10). How to close a sale: 7 closing techniques & why they work. Hubspot. Retrieved from https://blog.hubspot.com/sales/sales-closing-techniques-and-why-they-work

License

Icon for the Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International License

Sales Leadership Management Copyright © 2023 by Fanshawe College is licensed under a Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International License, except where otherwise noted.

Share This Book