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Author: Lee E. Robert
Publisher: Simon and Schuster
ISBN: 0743204824
Category : Business & Economics
Languages : en
Pages : 176
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Book 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? 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.
Author: Lee E. Robert
Publisher: Simon and Schuster
ISBN: 0743204824
Category : Business & Economics
Languages : en
Pages : 176
Get Book Here
Book 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? 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.
Author: Marti Barletta
Publisher: Dearborn Trade Publishing
ISBN: 9780793159635
Category : Business & Economics
Languages : en
Pages : 290
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Book Description
Marketing expert Martha Barletta presents a business case for why marketing professionals should focus their undivided attention on the largest untapped market in the world - women. She provides a detailed field guide for creating and executing a complete marketing plan that targets women.
Author: Bernard Smalls
Publisher: Lulu.com
ISBN: 1304431932
Category : Business & Economics
Languages : en
Pages : 201
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Book Description
Servant Selling may seem like an oxymoron in the competitive world that we live it but it is actually a sound concept that works. Most sales people see selling as a fight for the checkbook with the customer where the salesperson and customer are in an antagonistic relationship. This is the general attitude of most sales people that struggle from month to month for a paycheck. It does not have to be that way for you. This book holds key concepts of how to do it right and prosper in the world of professional selling.
Author: Cengage Gale
Publisher:
ISBN: 9781414433455
Category : Business & Economics
Languages : en
Pages : 1806
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Book Description
Author: Gloria Moss
Publisher: Routledge
ISBN: 1351934511
Category : Business & Economics
Languages : en
Pages : 250
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Book Description
Product and service designers place increasing emphasis on the colour, form and appearance of what their organization offers and the language with which they describe it. Gloria Moss' erudite, sophisticated and fascinating book, guides the reader to an understanding of the way gender influences our visual perception. In this wide-ranging book the author explores design, visual aesthetics, language and communication, by drawing on an exhaustive range of primary sources of research from psychology, design, branding and communication. The lessons that emerge offer challenges to organizations both in the way in which their design and marketing is perceived by men and women, and how the make-up of their workforce may limit their ability to appreciate and address the diversity of customers' preferences. The challenge for management is to overcome these limitations and ensure that an organization's products and services mirror preferences of customers rather than those of senior managers.
Author: Patricia Huddleston
Publisher: Business Expert Press
ISBN: 1606491687
Category : Business & Economics
Languages : en
Pages : 143
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Book Description
Women and shopping: why is it important? It’s important because as a business owner you’ve probably realized you’re missing a market segment for your product and you’re not sure who or why. It’s important because, as a CEO, you realize women have tremendous consumer spending power and are crucial to survival in the competitive retail industry in America. This book details facts that could help any retailer or product manager including: women control over $20 trillion in consumer spending; they are better educated; they have more financial power; they have greater decision making abilities; and they have more mobility than any previous generation. Consumer Behavior: Women and Shopping provides a fascinating insight into women’s shopping habits and motivations—their many choices about when and where to shop. Retailers and business managers need to understand a woman’s needs and wants in order to attract and maintain their business.
Author: Anthony J. Cortese
Publisher: Rowman & Littlefield Publishers
ISBN: 0742568768
Category : Social Science
Languages : en
Pages : 195
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Book Description
In the third edition of Provocateur, sociologist Anthony Cortese offers an in-depth critical analysis of modern advertising_perhaps the most powerful cultural and economic institution. Focusing on images of women and minorities, he unravels the ideologies of domination and control in contemporary commerce. The third edition includes updated advertisements and analyses, and Cortese concludes with policy implications for advertising.
Author: Christine M. Piotrowski
Publisher: John Wiley & Sons
ISBN: 111817450X
Category : Architecture
Languages : en
Pages : 835
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Book Description
The text of choice for professional interior design practice -- now with companion CD-ROM! Since publication of the first edition in 1990, Professional Practice for Interior Designers has remained the leading choice for educators for teaching interior design business practice as well as for professionals seeking to advance in their own practices. This ASID/Polsky Prize winner is recommended by the NCIDQ for exam preparation and covers the gamut of legal, financial, management, marketing, administrative, and ethical issues. You gain all the essential skills needed for planning and maintaining a thriving interior design business, presented in the clear, easy-to-follow style that is the hallmark of this text. This edition is completely current with the latest business practices and features a host of new practice aids: Companion CD-ROM includes a trial version of professional practice software, business forms, numerous short articles, plus additional information and resources. New examples help you manage the latest challenges and implement the latest business practices. A new chapter devoted to strategic planning explains this important business concept in easy-to-understand language for students and professionals. Brief "what would you do" case studies in each chapter challenge you to respond to ethical issues faced by today's interior designers. From creating a business plan to launching a promotional campaign to setting up a computerized accounting system, everything you need to launch and sustain a successful interior design practice is here.
Author: Management Association, Information Resources
Publisher: IGI Global
ISBN: 1522575111
Category : Social Science
Languages : en
Pages : 841
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Book Description
Gender Economics challenges current economic theory, targeting the way gender is often used for economic gain or increased market share. Experts realize that company growth can no longer be achieved by taking a conventional approach, but few follow through with introducing new frameworks that change the way diversity is treated. Gender Economics: Breakthroughs in Research and Practice features current research that combines the concepts of gender theory, sociology, and economics observing how diversity influences numerous dimensions of business and consumerism. Covering topics including gender empowerment and also bias, economic equality, industrial creativity, leadership, and the impact of social connectedness on life satisfaction, this publication is an ideal reference source for legislators and policymakers, economic developers, corporate practitioners, educational faculties, academicians, researchers, and graduate-level students of all disciplines.
Author: Thomas DeGloma
Publisher: University of Chicago Press
ISBN: 0226828808
Category : Social Science
Languages : en
Pages : 279
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Book Description
A rich sociological analysis of how and why we use anonymity. In recent years, anonymity has rocked the political and social landscape. There are countless examples: An anonymous whistleblower was at the heart of President Trump’s first impeachment, an anonymous group of hackers compromised more than 77 million Sony accounts, and best-selling author Elena Ferrante resolutely continued to hide her real name and identity. In Anonymous, Thomas DeGloma draws on a fascinating set of contemporary and historical cases to build a sociological theory that accounts for the many faces of anonymity. He asks a number of pressing questions about the social conditions and effects of anonymity. What is anonymity, and why, under various circumstances, do individuals act anonymously? How do individuals accomplish anonymity? How do they use it, and, in some situations, how is it imposed on them? To answer these questions, DeGloma tackles anonymity thematically, dedicating each chapter to a distinct type of anonymous action, including ones he dubs protective, subversive, institutional, and ascribed. Ultimately, he argues that anonymity and pseudonymity are best understood as performances in which people obscure personal identities as they make meaning for various audiences. As they bring anonymity and pseudonymity to life, DeGloma shows, people work to define the world around them to achieve different goals and objectives.
