Winning the Toughest Customer : The Essential Guide to Selling to Women,9781419535543

Winning the Toughest Customer : The Essential Guide to Selling to Women

by
ISBN13: 9781419535543
ISBN10: 1419535544
Format: Hardcover
Pub. Date: 2006-07-01
Publisher(s): Kaplan Publishing
List Price: $19.95

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Summary

Winning the Toughest Customer: The Essential Guide to Selling to Women reveals how readers can manoeuvre this complex market segment by providing the tools to customize selling to women, and then to anybody else. This notable guide shows professionals how to meet the expectations of female customers and benefit from women's legendary loyalty and viral marketing potential. In this fun yet practical guide, author Delia Passi offers a seven-step process that clearly and definitively shows salespeople how to win and build their share of the powerful $4.2 trillion women's market.

Author Biography

Nationally recognized sales and marketing expert Delia Passi is president and CEO of Medelia Communications, a leading marketing agency that helps companies gain market share of women consumers, women-owned businesses, and target markets.  Passi has trained thousands of sales representatives to sell more effectively to women through her own series of sales training programs.  She has developed highly successful communication strategies for blue-chip firms such as Office Depot, UPS, Washington Mutual, Xerox, Principal Financial, Merrill Lynch, and dynamic fast growth companies such as PersonalShopper.com.  Passi is the former vice president of the Working Woman Network and group publisher of Working Woman and Working Mother magazines.

Table of Contents

preface ix
acknowledgments xv
introduction xvii
The New Playing Field: Today's Women's Market
1(18)
Getting It, Part I: Understanding Gender Talk
19(24)
Getting It, Part II: Listening Techniques That Get Through
43(16)
Taking the Field: Ten Steps to Building the Relationship
59(18)
Get on Her Team: Positioning That Works
77(12)
Rethinking Victory: How You Close a Woman
89(18)
Winning for Keeps: The Added Value of Brand-loyal Women
107(8)
Putting It Into Play: Notes Before You Go
115(32)
Making the Leap
147(2)
further acknowledgments 149(2)
index 151

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