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• catalog abstract ""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. Book jacket."--BOOK JACKET.".
• catalog alternative "Gender sell".
• catalog contributor b11153148.
• catalog contributor b11153149.
• catalog created "c1999.".
• catalog date "1999".
• catalog date "c1999.".
• catalog dateCopyrighted "c1999.".
• catalog description ""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?".".
• catalog description ""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. Book jacket."--BOOK JACKET.".
• catalog description "Includes bibliographical references (p. [167]-169) and index.".
• catalog description "Introduction: It's Time to Raise the Bar for Sales Skills -- Customizing for Consumer Gender -- Adapting to Difference -- Men Influencing Women -- Women Influencing Men -- Establishing Rapport: Cold and Steely Versus Warm and Fuzzy -- Building and Bonding the Customer Connection -- Finding a Fit--the Needs Assessment by Gender -- The Presentation Dance--Everybody Does It Differently -- Hard Sell or Soft Close? -- Selling to Couples: Navigating the Battlefields -- Epilogue: Gendersell Success.".
• catalog extent "174 p. ;".
• catalog hasFormat "Gendersell.".
• catalog identifier "0684843854".
• catalog isFormatOf "Gendersell.".
• catalog issued "1999".
• catalog issued "c1999.".
• catalog language "eng".
• catalog publisher "New York : Simon & Schuster,".
• catalog relation "Gendersell.".
• catalog subject "658.85 21".
• catalog subject "Consumer behavior.".
• catalog subject "HF5438.25 .T56 1999".
• catalog subject "Male consumers.".
• catalog subject "Selling Psychological aspects.".
• catalog subject "Selling.".
• catalog subject "Sex differences (Psychology)".
• catalog subject "Women consumers.".
• catalog tableOfContents "Introduction: It's Time to Raise the Bar for Sales Skills -- Customizing for Consumer Gender -- Adapting to Difference -- Men Influencing Women -- Women Influencing Men -- Establishing Rapport: Cold and Steely Versus Warm and Fuzzy -- Building and Bonding the Customer Connection -- Finding a Fit--the Needs Assessment by Gender -- The Presentation Dance--Everybody Does It Differently -- Hard Sell or Soft Close? -- Selling to Couples: Navigating the Battlefields -- Epilogue: Gendersell Success.".
• catalog title "Gender sell".
• catalog title "Gendersell : how to sell to the opposite sex / Judith C. Tingley and Lee E. Robert.".
• catalog type "text".