How women decide

By:

BENKO, CATHY

Contributor(s):

PELSTER, BILL

Material type:

Mixed materialsPublication details: 2013Description: 66-72Subject(s):

MARKETING

NLM classification:

658.8

In: HARVARD BUSINESS REVIEWMSummary: 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.

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Holdings
Item type	Current library	Call number	Vol info	Status	Date due	Barcode
Periodicals/Magazines	SSCBS Library		8/9	Available		P15041

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.

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