GenderSell
How to Sell to the Opposite Sex
Lee E. Robert ; Judith C. Tingley, Ph.D.
- GenderSell
- is
- the
- first
- and
- only
- book
- to
- offer
- specific
- techniques
- on
- overcoming
- the
- single
- greatest
- barrier
- to
- effective
- sales
- --
- selling
- to
- the
- opposite
- sex.
- Despite
- a
- decade
- of
- important
- research
- on
- how
- differences
- between
- the
- sexes
- affect
- personal
- and
- workplace
- relationships,
- until
- now
- virtually
- every
- book
- on
- selling
- has
- ignored
- these
- differences.
- And
- despite
- the
- fact
- that
- women
- make
- approximately
- 85
- percent
- of
- the
- purchasing
- decisions
- on
- most
- products
- and
- services
- and
- now
- constitute
- more
- than
- 25
- percent
- of
- today's
- sales
- force,
- nearly
- all
- relevant
- books
- have
- been
- written
- by
- men
- for
- men
- in
- sales
- about
- selling
- to
- men.
Tom
- Peters,
- Ken
- Blanchard,
- and
- other
- management
- experts
- have
- proposed
- that
- companies
- must
- learn
- how
- to
- market,
- sell,
- and
- advertise
- differently
- to
- men
- and
- women
- in
- order
- to
- stay
- competitive.
- Now
- at
- long
- last,
- psychologist
- and
- workplace
- communication
- expert
- Judith
- Tingley
- and
- veteran
- sales
- professional
- Lee
- E.
- Robert
- bring
- you
- this
- essential
- guide.
Based
- on
- research,
- including
- the
- authors'
- Sales
- Preference
- Survey,
- conducted
- with
- more
- than
- 600
- participants,
- Tingley
- and
- Robert
- provide
- detailed
- examples,
- specific
- techniques,
- and
- provocative
- case
- studies
- that
- will
- help
- sales
- professionals
- increase
- their
- success,
- their
- revenues,
- and
- their
- profits.
- The
- authors
- answer
- many
- important
- questions:
- When
- should
- you
- focus
- more
- on
- the
- interpersonal
- process
- and
- when
- on
- the
- product?
- What
- quality
- do
- customers
- say
- they
- like
- most
- about
- men
- in
- sales?
- What
- characteristic
- do
- they
- think
- is
- strongest
- in
- female
- sales
- professionals?
- Is
- the
- timing
- of
- the
- close
- different
- with
- male
- and
- female
- clients?
The
- industry
- buzz
- has
- begun:
- In
- response
- to
- articles
- on
- the
- Gendersell
- topic
- that
- have
- appeared
- in
- trade
- publications
- and
- to
- training
- seminars
- offered
- by
- the
- authors,
- executives
- from
- a
- wide
- range
- of
- industries
- --
- high
- tech
- to
- automobile
- dealerships,
- insurance
- companies
- to
- home
- builders
- and
- health
- care
- delivery
- services
- --
- have
- been
- clamoring
- for
- GenderSell
- to
- make
- it
- an
- integral
- part
- of
- their
- worldwide
- sales strategies.
pro-mbooks3 : libris
