Gendersell : how to sell to the opposite sex /
"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 virtu...
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| Format: | Book |
| Language: | English |
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New York :
Simon & Schuster,
c1999.
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Table of Contents:
- Introduction: It's Time to Raise the Bar for Sales Skills
- Customizing for Consumer Gender
- Adapting to Difference
- Men Influencing Women
- Women Influencing Men
- Establishing Rapport: Cold and Steely Versus Warm and Fuzzy
- Building and Bonding the Customer Connection
- Finding a Fit
- the Needs Assessment by Gender
- The Presentation Dance
- Everybody Does It Differently
- Hard Sell or Soft Close?
- Selling to Couples: Navigating the Battlefields
- Epilogue: Gendersell Success.