Women in Professional Selling: A Human Resource Management Perspective

Douglas L. Fugate · Philip J. Decker · Joyce J. Brewer

50 citations0/0 files storedJournal of Personal Selling and Sales Management

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Gender Diversity and Inequality Career Development and Diversity Human Resource and Talent Management

Abstract

The authors present a set of human resource management tactics that can assist women who are pursuing sales careers and organizations that need effective salesforces. Topics discussed include recruiting selection, training, mentoring, managing and supporting.

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References

1974The measurement of psychological androgyny.1967Attribution theory in social psychology 1968Are women prejudiced against women?2012Managing in Turbulent Times 1971Evaluation of the performance of women as a function of their sex, achievement, and personal history.1986The snowball effect: Turnover embedded in communication networks.1980Fairness in Selecting Employees 1986Employee responses to formal performance appraisal feedback.

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2002Revisiting Gender Role Stereotyping in the Sales Profession 1993Perceptions of Motivational Components: Salesmen and Saleswomen Revisited 1995When the Sales Manager is a Woman: An Exploration into the Relationship Between Salespeople's Gender and their Responses to Leadership Styles 1991Perceptions of Gender Stereotypic Behavior: An Exploratory Study of Women in Selling 2004Gender Issues in Buyer‐Seller Relationships: Does Gender Matter in Purchasing?1997Women in the business-to-business salesforce: Some differences in performance factors

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