WOMEN IN THE BUSINESS-TO-BUSINESS SALESFORCE - SOME DIFFERENCES IN PERFORMANCE-FACTORS

A sample of National Association of Purchasing Management buyers repor ted their perceptions of salespeople who called upon them on overall s ales performance, buyer truss of rite salesperson, similarity to the b uyer, product expertise, adaptive selling ability, and sales presentat ion ability. Males were evaluated more highly on two performance dimen sions and one specific sales behavior but not on overall performance, and were paid more. There is some evidence that buyers use a different evaluation criterion for men and women. The results were consistent a cross both male and female buyers. (C) 1997 Elsevier Science, Inc.