Books like John Gray's Men Are from Mars and Women Are from Venus and Deborah Tannen's You Just Don't Understand 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 percent of the purchasing decisions on almost every product or service sold in America today, nearly all relevant books have been written by men and only address selling to men.Drawing on original research -- the authors' Sales Preference Survey, with over 600 participating consumers -- this 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. The industry buzz has already begun: in response to articles on the topic that have appeared in trade publications, executives from IBM to Cadillac are clamoring for Gendersell to make it an integral part of sales strategies worldwide.
- ISBN10 0684843854
- ISBN13 9780684843858
- Publish Date 3 August 1999 (first published 2 April 1999)
- Publish Status Out of Print
- Out of Print 5 October 2004
- Publish Country GB
- Imprint Simon & Schuster Ltd
- Format Hardcover
- Pages 176
- Language English