Journal of Selling & Major Account Management
Additional Publication URL
As more women enter into the traditionally male-dominated occupations of sales and purchasing, an understanding of gender differences in communication can provide salespeople with added information to increase their effectiveness. 1his paper begins with a review of the research on gender differences in verbal and non-verbal communication and then applies these findings to the field of sales. The paper concludes with managerial implications and recommendations for how salespeople might account for gendered aspects of their communications and by so doing potentially increase the effectiveness of their sales process.
Link leads to full text provided by Northern Illinois University College of Business.
McQuiston, Daniel H. and Morris, Kathryn A., "Gender Differences in Communication:Implications for Salespeople" (2009). Scholarship and Professional Work - Business. 45.