# Book source links

## Sales research notes

Editorial research for this book included the sources below. They are credited where related ideas informed the material. These notes do not imply that Michael read these books or uses their named methods. The merchandise examples and exercises draw on his recorded teaching and the credited ideas; fictional practice material is identified in the text.

**16. Neil Rackham, SPIN Selling.** Questions about a situation, its difficulties, their consequences and the value of improvement can move discovery beyond an intake form. Huthwaite's explanation stresses flexibility. See Chapter 6. [Huthwaite's SPIN guide](https://www.huthwaiteinternational.com/blog/complete-guide-to-spin-selling).

**17. MEDDPICC.** This qualification framework is useful for distinguishing the buyer's decision from the steps required to authorize and document the purchase. Use a proportionate version of that distinction on a merchandise order. See Chapter 12. [MEDDICC's public explanation](https://meddicc.com/meddpicc-sales-methodology-and-process).

**18. Robert B. Miller, Stephen E. Heiman and Tad Tuleja, The New Strategic Selling.** Different buying participants may need different evidence. Understand their actual roles without bypassing the contact who brought you into the account. See Chapter 17. [Publisher's revised edition](https://www.hachettebookgroup.com/titles/robert-b-miller/the-new-strategic-selling/9780446695190/).

**19. Jeb Blount, Fanatical Prospecting, and Mike Weinberg, New Sales. Simplified.** Both address deliberate prospecting work. The practical application here is to choose relevant accounts, prepare a clear introduction and keep making useful contact while existing orders are busy. See Chapters 4 and 21. [Wiley's description and contents](https://onlinelibrary.wiley.com/doi/book/10.1002/9781119176305), [Weinberg's publisher](https://www.harpercollins.co.nz/9780814431788/new-sales-simplified/).

**20. Matthew Dixon and Brent Adamson, The Challenger Sale.** A salesperson can offer useful insight alongside a product recommendation. It needs to be relevant and well supported. It is not permission to lecture a buyer or dismiss their supplier. See Chapter 8. [Publisher's description](https://www.penguinrandomhouse.com/books/309666/the-challenger-sale-by-matthew-dixon/), [Challenger on relationships](https://challengerinc.com/blog/is-challenger-selling-too-aggressive/).

**21. Keenan, Gap Selling.** Understand what the buyer wants to change between the current situation and the desired result. In merchandise, a useful gift, appreciation or celebration can be a valid goal without a manufactured problem. See Chapter 6. [Author's explanation and published excerpts](https://salesgrowth.com/gap-selling-book/).

**22. Chris Voss with Tahl Raz, Never Split the Difference.** Curiosity about the other person's perspective can improve a difficult conversation. Use natural questions to understand a price objection and discuss workable choices. See Chapter 11. [Publisher's title page](https://www.harpercollins.com/products/never-split-the-difference-chris-vosstahl-raz), [Black Swan Group on question delivery](https://www.blackswanltd.com/newsletter/the-power-of-calibrated-questions-shaping-conversations-with-precision).

**Related editorial research: The Challenger Customer**, by Brent Adamson, Matthew Dixon, Pat Spenner and Nick Toman, considers agreement among the people involved in a complex purchase. A friendly contact still needs something useful to take into the approval meeting. [Publisher's description](https://www.penguinrandomhouse.com/books/318682/the-challenger-customer-by-brent-adamson-matthew-dixon-pat-spenner-and-nick-toman/).


## Industry and AI sources

Numbered references support the industry chapters and glossary. References 16 through 22 appear in the preceding sales research notes. Industry resources were checked September 16 and 17, 2026; AI chapter sources were checked September 19, 2026.

**1. ASI and ESP+.** [ASI Product Marketplace](https://asicentral.com/distributors/product-marketplace/) describes ESP+ product research, presentations and order workflows, including AI search-question and content features. AI feature descriptions checked September 19, 2026; access and features may change.

**2. PPAI education.** [PPAI Advance](https://www.ppai.org/ppai-advance/) explains the association's education and certification resources. [PPAI](https://www.ppai.org/) provides access to events and other industry resources.

**3. Decoration basics.** [SanMar U Decoration 101](https://www.education.sanmar.com/decoration-education/) introduces major processes. Use supplier-specific guidance and a decorator's advice for each material and application.

**4. Heat transfers and DTF.** [STAHLS Heat Print Technology](https://www.stahls.com/heat-transfer-printing-advantages) explains heat application. [STAHLS DTF transfers](https://www.stahls.com/ultracolor-max-transfers) provides one product-specific example; its claims and application instructions are not universal rules.

**5. Sublimation.** [SanMar U Dye Sublimation](https://www.education.sanmar.com/decoration-education/decoration-101-7/) discusses substrate and color limitations for apparel.

**6. Process details.** SanMar U provides guides to [embroidery](https://www.education.sanmar.com/decoration-education/decoration-101/), [DTG](https://www.education.sanmar.com/decoration-education/decoration-101-4/), [embossing and debossing](https://www.education.sanmar.com/decoration-education/decoration-101-5/) and [laser etching](https://www.education.sanmar.com/decoration-education/decoration-101-6/). [PCNA Decoration](https://www.pcna.com/en-us/decoration) provides further product-decoration examples.

**7. Apparel labeling.** The U.S. Federal Trade Commission's [Clothing and Textiles resources](https://www.ftc.gov/business-guidance/industry/clothing-and-textiles) link to textile and care-labeling guidance. Its [Threading Your Way guide](https://www.ftc.gov/business-guidance/resources/threading-your-way-through-labeling-requirements-under-textile-wool-acts) addresses textile and wool labeling requirements.

**8. Product responsibility.** [PPAI Responsibility](https://www.ppai.org/media/responsibility/) and the [Responsibility Summit](https://www.ppai.org/event/responsibility-summit/) cover product safety, compliance, sourcing and sustainability topics. These resources support continued learning alongside your specialists.

**9. Incoterms overview.** The U.S. International Trade Administration's [Know Your Incoterms](https://www.trade.gov/know-your-incoterms) lists the eleven rules and explains what they do and do not cover. The [ICC Incoterms 2020 page](https://iccwbo.org/business-solutions/incoterms-rules/incoterms-2020/) identifies the official rules and guidance.

**10. Delivery and risk.** [ICC Academy on Incoterms 2020](https://academy.iccwbo.org/incoterms/article/insider-thoughts-bob-ronai-on-incoterms-2020-rules-what-are-they-about/) discusses delivery points, transport modes and allocation of responsibilities.

**11. Domestic FOB usage.** [New York UCC Section 2-319](https://www.nysenate.gov/legislation/laws/UCC/2-319) illustrates the distinction between FOB shipment and destination terms. Applicable law and the actual agreement govern a transaction.

**12. DAP and DDP.** [ICC Academy DAP or DDP](https://academy.iccwbo.org/incoterms/article/incoterms-2020-dap-or-ddp/) explains their delivery and customs responsibilities, including limits on a foreign seller's ability to clear imports.

**13. LDP terminology.** [SOURCING by Informa Essential Sourcing Terms](https://www.sourcingatmagic.com/events/sourcing-las-vegas/for-attendees/src-digital-glossary/) documents the trade phrase Landed Duty Paid. Reference 9 identifies the formal Incoterms rules. Define the actual scope rather than relying on the abbreviation.

**14. Company stores.** [ASI ESP+ Stores](https://asicentral.com/distributors/company-stores/) describes permanent and temporary branded stores. Confirm current capabilities and the operating responsibilities for the proposed client program.


**15. SAGE.** [SAGE Workplace](https://www.sageworld.com/distributor/workplace.html) describes product research, presentations, client records and order workflows.

**23. The PPAI Expo.** [The PPAI Expo](https://www.ppai.org/expo/) describes its product exhibits, educational programming and opportunities to build industry relationships.

**24. ASI Show.** [ASI trade shows](https://www.asishow.com/trade-shows) describes product sourcing, education and networking at ASI Show events.

**25. SAAGNY.** [SAAGNY About Us](https://www.saagny.org/About-Us) identifies the association's full name, regional coverage, shows and education. Visit the association's site for its current event calendar.

**26. Author recognition.** Sara Lavenduski, [Distributor Entrepreneurs of the Year 2023: Jon Alagem & Michael Scott Cohen, Harper + Scott](https://members.asicentral.com/news/web-exclusive/july-2023/distributor-entrepreneurs-of-the-year-2023-jon-alagem-michael-scott-cohen-harper-plus-scott/), ASI, July 26, 2023. The article identifies both co-founders as Counselor's 2023 honorees.

**27. Supplier pricing.** ASI, [What Is Coded Pricing and How Do Distributors Calculate Profit?](https://asicentral.com/insights/what-is-coded-pricing-and-how-do-distributors-calculate-profit/) explains list prices, supplier price codes and net cost. Confirm the code and included charges for the actual supplier quote.

**28. Color terminology.** [Pantone Color Systems](https://www.pantone.com/) identifies the Pantone Matching System, abbreviated PMS. A color reference still needs to be interpreted for the material and decoration method being used.


**29. Author post on AI and merchandise.** Michael Scott Cohen, [LinkedIn post, February 13, 2023](https://www.linkedin.com/feed/update/urn%3Ali%3Ashare%3A7030907740675829760). Michael shares his request to ChatGPT about branded merchandise in media spending and the resulting answer.

**30. Author post on AI at work.** Michael Scott Cohen, [LinkedIn post, August 19, 2026](https://www.linkedin.com/feed/update/urn%3Ali%3AugcPost%3A7495815556973989888). On using AI for repetitive work while people retain judgment and accountability.

**31. Generative AI background.** National Institute of Standards and Technology, [Generative Artificial Intelligence Profile, NIST AI 600-1](https://nvlpubs.nist.gov/nistpubs/ai/NIST.AI.600-1.pdf), July 2024, especially sections 2.2 and 2.4. Background for the discussion of confidently incorrect output and data privacy. Merchandise examples and prompt instructions are original applications to this book's subject. The water bottle project in Chapter 19 is fictional, including its prices and sample answers; the prompts are starting points to adapt, not claims about results from a particular AI product.