The Emerging Role of Women in Industrial Selling: A Decade of Change
研究过去十年女性大量进入工业销售队伍后，发现男女销售员在工作态度和业绩上差异很小，质疑了需要为女性设立特殊项目的说法，建议对男女销售员一视同仁。
The rapid influx of women into the industrial salesforce over the last decade has created a need to upgrade understanding of the female salesperson. The authors examine gender differences in job-related attitudes and performance outcomes in an integrated salesforce. Results showing few gender differences bring into question anecdotal suggestions that women require special programs to facilitate their assimilation into the salesforce. Specific recommendations are provided about individual treatment for both male and female salespeople.