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.

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.

Donald R. McCreary and Joan C. Chrisler The Development of Gender Studies in Psychology Studies of sex differences are as old as the ?eld of psychology, and they have been conducted in every sub?eld of the discipline. There are probably many reasons for the popularity of these studies, but three reasons seem to be most prominent. First, social psychological studies of person perception show that sex is especially salient in social groups. It is the ?rst thing people notice about others, and it is one of the things we remember best (Fiske, Haslam, & Fiske, 1991; Stangor, Lynch, Duan, & Glass, 1992). For example, people may not remember who uttered a witty remark, but they are likely to remember whether the quip came from a woman or a man. Second, many people hold ?rm beliefs that aspects of physiology suit men and women for particular social roles. Men’s greater upper body strength makes them better candidates for manual labor, and their greater height gives the impression that they would make good leaders (i. e. , people we look up to). Women’s reproductive capacity and the caretaking tasks (e. g. , breastfeeding, baby minding) that accompany it make them seem suitable for other roles that require gentleness and nurturance. Third, the logic that underlies hypothesis testing in the sciences is focused on difference. Researchers design their studies with the hope that they can reject the null hypothesis that experimental groups do not differ.

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.

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.

“I know I’m not a man ... and I’ve come to the conclusion that I’m probably not a woman, either.... The trouble is, we’re living in a world that insists we be one or the other.” With these words, Kate Bornstein ushers readers on a funny, fearless, and wonderfully scenic journey across the terrains of gender and identity. With a new introduction by the author On one level, Gender Outlaw details Bornstein’s transformation from heterosexual male to lesbian woman, from a one-time IBM salesperson to a playwright and performance artist. But this particular coming-of-age story is also a provocative investigation into our notions of male and female, from a self-described nonbinary transfeminine diesel femme dyke who never stops questioning our cultural assumptions. Gender Outlaw was decades ahead of its time when it was first published in 1994. Now, some twenty-odd years later, this book stands as both a classic and a still-revolutionary work—one that continues to push us gently but profoundly to the furthest borders of the gender frontier.

Today, gender inequality and diversity are at the forefront of discussion, as the issue has become an international concern for politicians, government agencies, social activists, and the general public. Consequently, the need to foster and sustain diversity and inclusiveness in the interactions among various groups of people is relevant today more than ever. Gender and Diversity: Concepts, Methodologies, Tools, and Applications provides a critical look at gender and modern-day discrimination and solutions to creating sustainable diversity across numerous contexts and fields. Highlighting a range of topics such as anti-discrimination measures, workforce diversity, and gender inequality, this multi-volume book is designed for legislators and policy makers, practitioners, academicians, gender studies researchers, and graduate-level students interested in all aspects of gender and diversity studies.