Judith C. Tingley, Lee E. Robert

Gendersell

How to Sell to the Opposite Sex

• Broschiertes Buch

Produktbeschreibung

From a leading psychologist and expert on workplace communication comes a whole new approach to selling which will revolutionise the industry. GENDERSELL is the first and only book offering specific techniques to help salespeople increase their success, and profits, when selling to the opposite sex.

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Produktdetails

• Verlag: Touchstone
• Seitenzahl: 180
• Erscheinungstermin: 20. April 2000
• Englisch
• Abmessung: 216mm x 140mm x 11mm
• Gewicht: 262g
• ISBN-13: 9780684864372
• ISBN-10: 0684864371
• Artikelnr.: 22261851

Autorenporträt

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.

Inhaltsangabe

Contents
Acknowledgements
Introduction: It's Time to Raise the Bar for Sales Skills
Chapter 1. Customizing for Consumer Gender
Chapter 2. Adapting to Difference
Chapter 3. Men Influencing Women
Chapter 4. Women Influencing Men
Chapter 5. Establishing Rapport: Cold and Steely Versus Warm and Fuzzy
Chapter 6. Building and Bonding the Customer Connection
Chapter 7. Finding a Fit -- the Needs Assessment by Gender
Chapter 8. The Presentation Dance -- Everybody Does It Differently
Chapter 9. Hard Sell or Soft Close?
Chapter 10. Selling to Couples: Navigating the Battlefields
Epilogue: Gendersell Success
Bibliography
Index