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Abstract
This document will explore methods for gaining referrals in the sales industry based on how you service customers. Because referrals are generally the best source of leads for sales professionals, effective customer service techniques must be implemented before beginning the referral process. Customer service and the techniques/applications that will lead to referrals are addressed in this document, as well as guidelines on requesting referrals, implementation of the referral process, and follow-up applications. This is EDIS document SN009, a publication of the Department of Food and Resource Economics, Florida Cooperative Extension Service, Institute of Food and Agricultural Sciences, University of Florida, Gainesville, FL. Published March 2003.
SN009/SN009: Obtaining Referrals to Increase Sales (ufl.edu)
References
Bochner, Lori. 2002. Getting more referrals. Insurance Marketing (August/ September): 20-23.
Galea, Christine. 2002. Cheap marketing tactics. Sales and Marketing Management 154 (7, July): 22.
Jolles, Robert L. 1998. Customer Centered Selling. New York, NY: Fireside Press (pp. 244-256).
Marshall, Gregg. 2002. Building relationships with customers. Agency Sales Magazine (June): 42-44.
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