Document Type
Article
Publication Date
2009
Publication Title
Journal of Selling & Major Account Management
First Page
54
Last Page
64
Additional Publication URL
http://www.cob.niu.edu/jsmam/archive/04acaart.pdf
Abstract
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.
Rights
Link leads to full text provided by Northern Illinois University College of Business.
Recommended Citation
McQuiston, Daniel H. and Morris, Kathryn A., "Gender Differences in Communication:Implications for Salespeople" (2009). Scholarship and Professional Work - Business. 45.
https://digitalcommons.butler.edu/cob_papers/45
