How women decide
BENKO, CATHY
How women decide - 2013 - 66-72
In B2B selling, it matters if your buyer is female. Interviews with experienced buyers in large organizations yielded several insights about gender differences in B2B selling. For example, women tend to treat proposal presentations as opportunities for exploring possibilities, while men work to narrow down options and close in a decision.
MARKETING
658.8
How women decide - 2013 - 66-72
In B2B selling, it matters if your buyer is female. Interviews with experienced buyers in large organizations yielded several insights about gender differences in B2B selling. For example, women tend to treat proposal presentations as opportunities for exploring possibilities, while men work to narrow down options and close in a decision.
MARKETING
658.8