GenderSell

How to Sell to the Opposite Sex

AvJudith C. Tingley,Lee E. Robert

Häftad, Engelska, 2000

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Beskrivning

Books like John Gray's MEN ARE FROM MARS, WOMEN ARE FROM VENUS have illuminated the ways that psychological differences between the sexes affect personal and workplace relationships. But until now, virtually every book on selling has ignored these differences. And despite the fact that women make approximately 85% of the purchasing decisions on almost every product or service sold, nearly all relevant books have been written by men and address selling to men. Drawing on original research, GENDERSELL is the first book to apply insights about gender distinctions to the art of selling. Which customers relate best to questioning, and which to supplying information? Should you focus more on the process, or the product? When is the right time to close? In these pages, specific techniques and provocative case studies show salespeople how to increase their success with opposite-sex customers.

Produktinformation

Utgivningsdatum:2000-08-07
Mått:140 x 216 x 13 mm
Vikt:196 g
Format:Häftad
Språk:Engelska
Antal sidor:176
Förlag:Simon & Schuster
ISBN:9780684864372

Utforska kategorier

Försäljning och marknadsföring inom Ekonomi och Ledarskap

Mer om författaren

Judith C. Tingley, a psychologist and expert on workplace communication, has worked with a broad spectrum of clients, including BMW, Merrill Lynch, Intel, and Motorola. The author of Genderflex and Say What You Mean, Get What You Want, Tingley lives in Phoenix, Arizona, and can be reached on the Web at www.gendersell.com.

Recensioner i media

Ken Blanchard coauthor of The One Minute Manager GenderSell is a must-read for anyone in the selling field. It's about time that someone recognized the importance of the psychological differences between the sexes and their impact on the buying and selling process.

Innehållsförteckning

ContentsAcknowledgementsIntroduction: It's Time to Raise the Bar for Sales SkillsChapter 1. Customizing for Consumer GenderChapter 2. Adapting to DifferenceChapter 3. Men Influencing WomenChapter 4. Women Influencing MenChapter 5. Establishing Rapport: Cold and Steely Versus Warm and FuzzyChapter 6. Building and Bonding the Customer ConnectionChapter 7. Finding a Fit -- the Needs Assessment by GenderChapter 8. The Presentation Dance -- Everybody Does It DifferentlyChapter 9. Hard Sell or Soft Close?Chapter 10. Selling to Couples: Navigating the BattlefieldsEpilogue: Gendersell SuccessBibliographyIndex