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| Author: | Lane, N. |
| Title: | Female employment in sales organizations: learning to manage the "pink collar" army |
| Journal: | Journal of Marketing Management
2000 : MAY, VOL. 16:4, p. 393-416 |
| Index terms: | Attitudes Employment policy Salespeople Women |
| Language: | eng |
| Abstract: | The goal of this paper is to draw the attention of academics and managers in marketing and sales to certain of the implications of growing female employment in sales occupations. The critical issue this paper concentrates on is the prevailing stereotype that women excel the "softer" areas of selling - relationship building, service provision, and so on. |
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