The Power of Selling, 2010a

attery costs $200, and a computer cleaning costs $85. How much will the customer save if he purchases
the service agreement assuming he needs to replace the battery and have the laptop cleaned once a
year? How would you incorporate this into your sales presentation?
8. [1] Gary M. Grikscheit, Harold C. Cash, and Clifford E. Young, The Handbook of Selling: Psychological,
Managerial, and Marketing Dynamics, 2nd ed. (Hoboken, NJ: Wiley-Blackwell, 1993), 152.
9. [2] Gary M. Grikscheit, Harold C. Cash, and Clifford E. Young, The Handbook of Selling: Psychological,
Managerial, and Marketing Dynamics, 2nd ed. (Hoboken, NJ: Wiley-Blackwell, 1993), 127.
10. [3] Gary M. Grikscheit, Harold C. Cash, and Clifford E. Young, The Handbook of Selling: Psychological,
Managerial, and Marketing Dynamics, 2nd ed. (Hoboken, NJ: Wiley-Blackwell, 1993), 136.
11. [4] Gary M. Grikscheit, Harold C. Cash, and Clifford E. Young, The Handbook of Selling: Psychological,
Managerial, and Marketing Dynamics, 2nd ed. (Hoboken, NJ: Wiley-Blackwell, 1993), 128.
12. [5] Gary M. Grikscheit, Harold C. Cash, and Clifford E. Young, The Handbook of Selling: Psychological,
Managerial, and Marketing Dynamics, 2nd ed. (Hoboken, NJ: Wiley-Blackwell, 1993), 135.
13. [6] Ian Brodie, “Becoming a Trusted Advisor,” Ian Brodie: Business Growth for Professional Service Firms,
blog post, July 5, 2008,http://www.ianbrodie.com/blog/becoming-trusted-advisor (accessed May 16,
2010).
14. [7] Gary M. Grikscheit, Harold C. Cash, and Clifford E. Young, The Handbook of Selling: Psychological,
Managerial, and Marketing Dynamics, 2nd ed. (Hoboken, NJ: Wiley-Blackwell, 1993), 165.
15. [8] Barton A. Weitz, Stephen Byron Castleberry, and John F. Tanner, Selling: Building Partnerships, 5th ed.
(New York: McGraw-Hill, 2003), 264.
16. [9] Barton A. Weitz, Stephen Byron Castleberry, and John F. Tanner, Selling: Building Partnerships, 5th ed.
(New York: McGraw-Hill, 2003), 265.
17. [10] John Chapin, “Sales Presentations—How Location Can Affect Your Presentation and What to Do,”
CompleteSelling.com, blog post, March 14,
2008,http://www.completeselling.com/members/completeselling/blog/VIEW/00000009/00000076/Sales
-Presentations---How-Location-can-affect-Your-Sales-Presentation- and-What-to-Do.html (accessed May
16, 2010).
18. [11] John Chapin, “Sales Presentations—How Location Can Affect Your Presentation and What to Do,”
CompleteSelling.com, blog post, March 14,
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