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Volume 21, Issue 2
1 March 2002
This article was originally published in
Equal Opportunities International
Equal Opportunities International Cover Image for Volume 21, Issue 2
Research Article| March 01 2002

By gosh I think she’s got it – well, not yet Available to Purchase

Alan J. Dubinsky;
Alan J. Dubinsky
Professor, School of Consumer and Family Sciences and Krannert Graduate School of Management, Purdue University, 1262 Matthews Hall, West Lafayette, IN 47907, USA
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Lucette B. Comer;
Lucette B. Comer
Associate Professor of Selling and Sales Management, Purdue University
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Sandra S. Liu
Sandra S. Liu
Assistant Professor of Selling and Sales Management, Purdue University
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Author & Article Information
Publisher: Emerald Publishing
Online ISSN: 1758-7093
Print ISSN: 0261-0159
© MCB UP Limited
2002
Equal Opportunities International (2002) 21 (2): 13–24.
https://doi.org/10.1108/02610150210787109

Charts the rise of women into sales manager positions in the US and looks at the general traits which help females in such roles. Cites that women have more trouble being accepted in sales roles when selling to other countries. Focuses upon the People’s Republic of China and presents the finding of a study of 266 field sales personnel across the republic. Suggests that there are still a number of difficulties for businesses, but provides some ideas for consideration.

Keywords:
Women, Salesforce, National cultures, China, Management styles
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© MCB UP Limited
2002
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