Marketing to Women - Lifecycle Performance Pros

252 Index
Selling strategies, 181–202
closing, 199–202
cultivating relationships, 189–91
magnet marketing, 191–92
networking, 185–87
personal interaction, 152–53
prospecting, 181–85
sales consultation, 192–99
selling to couples, 201–2
seminar selling, 187–89
Seminars, 144, 225–26
Seminar selling, 142, 187–89
Sensory reception, 154–55
Serotonin, 25–26
Service reputation, 98
Seven Habits of Highly Effective People,
The (Covey), 204
Sheehy, Gail, 63
“Silent generation,” 3–4
Sims, John and Ashley, 32
Single women, as head of households,
10
Situation Scan, 118–21
Small-business market, 11
Smalter, Delia Passi, 128, 221, 226–27
Social currency, 73, 74–75
Social perception, 28
Social responsibility, 79
Social Values, 46–56
advertising and, 87–89
corporate halo, 95
degrees of difference, 55–56
guardians of civilization, 49–50
pyramid vs. peer group, 53–55
status displays, 95
winners vs. warmer, 50–52
women as ensemble players,
47–50
Software packaging, 95
Sony Vaio, 136
Spatial acuity, 31–32
Special interest media, 148
Specialty markets, 208, 217
Spiral Path, 40–41, 99–108
information and investigation,
104–5
initial process, 101–2
marketing/sales implications, 107
Perfect Answer, 102–4
succession, 105–6
Spokeswomen, 173
Sponsorships, 144, 145
Sprint, 140
Star points, of female gender culture,
38–39
Status displays, 95
Storage concerns, 97
Stories, as social currency, 74–75
Stress, 58–59
Style preferences, 136
Support hotlines, 97–98
Surveys, 124–27
Sutton, Willie, 114
Swaggering, 81
Swedish Covenant Hospital, 170
SWOT Analysis, 118, 121
Synthesizer Dynamics, 65–70, 90–91,
102
attention to details, 65–66, 90
integrate vs. extricate, 66–68, 90
Perfect Answer, 68–70, 91
T
Tanenbaum, Joe, 67
Tannen, Deborah, 71, 197
Target (stores), 136
Taylor, Martin, 205–6
Teamwork, 52
Test marketing, 210
Testosterone, 23–25
Thomas, Dave, 87
Thompson, Helen, 116, 221, 225–26
Tingley, Judith, 200, 221, 232–33
Toyota, 144
Tracking, 129–31
Trust, 105–6
U
Underhill, Paco, 101–2
United Airlines, 205
United Health Care, 203
Up-selling, 94, 159