Professional Selling: A Woman's Guide
Description
$8.95
ISBN 0-88908-888-8
DDC 658.85
Author
Publisher
Year
Contributor
Ann Turner is Financial and Budget Manager at the University of British
Columbia Library.
Review
Many women are uncomfortable with the aggressive sales stereotype. Their
natural tendencies are more client-oriented and consultative. As this
self-teaching guide demonstrates, such a style can be at least as
effective as the stereotype in bringing in the business, especially when
it is backed by good organization and intelligent planning. Twenty-four
worksheets assist the reader in self-analysis and the development of a
comfortable sales strategy.
Many of the techniques apply as well to men as to women: developing
prospect lists, preplanning sales calls, managing time and territories,
and handling customer resistance are universal skills for successful
sales people. But this guide also deals with topics that may be of
particular concern to women, such as travelling on business and
entertaining clients. A good step-by-step personal development planner
for anyone in the business of selling.