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Inhaltsangabe: 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.
Rezension: Want to add some sex appeal to your sales approach? Try reading GenderSell by Judith Tingley and Lee Robert. The authors believe that business leaders and sales professionals can dramatically improve results if they understand some general differences in the ways men and women behave and think. The heart of the authors' advice: Be open and adaptive when selling to the opposite sex. Take on the qualities and characteristics of the customer, they write. "When selling to a male, sell more like a man," write Tingley, a psychologist and consultant on gender in the workplace, and Robert, a sales executive. "When selling to a woman, sell more like a woman." That means men can often benefit from a feminine touch. For example, men should bear in mind that women like to talk about people and feelings. You can boost sales to women by showing how the product can be used and enjoyed, instead of rattling off facts and figures. And women should remember that men are impatient for the bottom line. When selling to men, women should build rapport through product knowledge and then quickly get to the point without any disclaimers. Some people may feel stereotyped by the book. However, the authors contend that their findings are based on a vast amount of research, including an original survey of 600 consumers and their preferences for dealing with sales pros. GenderSell is easy to understand and read. It's full of anecdotes about how to close a deal by first closing the gender gap. --Dan Ring
Buchbeschreibung Buchzustand: very_good. 227 Gramm. Buchnummer des Verkäufers M00684843854-V
Buchbeschreibung Buchzustand: Good. [ No Hassle 30 Day Returns ][ Ships Daily ] [ Underlining/Highlighting: NONE ] [ Writing: NONE ] [ Edition: first ] Publisher: Simon & Schuster Pub Date: 4/2/1999 Binding: Hardcover Pages: 176 first edition. Buchnummer des Verkäufers 3107532
Buchbeschreibung Simon & Schuster. Hardcover. Buchzustand: As New. Book almost like new. Cover and pages are undamaged. Buchnummer des Verkäufers G0684843854I2N00
Buchbeschreibung Simon & Schuster. Hardcover. Buchzustand: GOOD. Good: Gently used may contain ex-library markings, possibly has some minor highlighting, textual notations, and or underlining. Text is still easily readable. Buchnummer des Verkäufers 2668372588
Buchbeschreibung Simon & Schuster, Riverside, New Jersey, U.S.A., 1999. Hardcover. Buchzustand: Fine. First Edition. 0684843854 Fine Quality, Value, Experience. Buchnummer des Verkäufers HD827
Buchbeschreibung Simon & Schuster, 1999. Hardcover. Buchzustand: Used: Very Good. Buchnummer des Verkäufers SONG0684843854
Buchbeschreibung Simon & Schuster, Riverside, New Jersey, U.S.A., 1999. Hardcover. Buchzustand: Near Fine. Zustand des Schutzumschlags: Near Fine. discoloration on both covers. pages are clean and crisp. Book. Buchnummer des Verkäufers 072431
Buchbeschreibung SIMON & SCHUSTER TRADE, 1999. Hardcover. Buchzustand: Good. Zustand des Schutzumschlags: Good. HARDCOVER Legendary independent bookstore online since 1994. Reliable customer service and no-hassle return policy. New Arrivals. Book: USED, Good. Dust Jacket: Good. Bookseller Inventory # 17978068484385800. Buchnummer des Verkäufers 17978068484385800
Buchbeschreibung Simon & Schuster. Hardcover. Buchzustand: Fine. 0684843854 Fine in Fine dust jacket. First edition. Quality, Value, Experience. Buchnummer des Verkäufers BING47819
Buchbeschreibung Simon & Schuster. Hardcover. Buchzustand: Fine. 0684843854 First edition. Fine in fine dust jacket. Quality, Value, Experience. Buchnummer des Verkäufers BING14105