Coverart for item
The Resource Selling technology : the changing shape of sales in an information economy, Asaf Darr

Selling technology : the changing shape of sales in an information economy, Asaf Darr

Label
Selling technology : the changing shape of sales in an information economy
Title
Selling technology
Title remainder
the changing shape of sales in an information economy
Statement of responsibility
Asaf Darr
Creator
Subject
Language
eng
Summary
"Asaf Darr's ethnographic exploration of the sales process for standard and emergent technology argues that our cultural stereotypes of sales work and salespeople, shaped during the industrial era and through popular images of the Yankee peddler and the car salesman, no longer apply to the changing nature of sales in an information economy." "In the high-technology settings in which cutting-edge artifacts are traded, Darr finds that sales work deviates sharply from our traditional cultural images. The educational level and technical skills of the sales force are increasing, sellers' and buyers' engineers engage in codevelopment, and long-term collaborative relationships are replacing brief sales encounters. A growing number of work tasks and skills previously performed and mastered in the design or production phases have become part of the sale of emergent technology. New control mechanisms over the work of the sales engineers are also appearing. Unlike most enthographic studies of salespeople, which focus on the insurance, finance, and retail sectors, Darr's book turns to the daily sales practices of an information economy."--BOOK JACKET
http://library.link/vocab/creatorName
Darr, Asaf
Index
index present
Literary form
non fiction
Nature of contents
bibliography
Series statement
Collection on technology and work
http://library.link/vocab/subjectName
  • Selling
  • Selling
  • Selling
  • Information technology
Label
Selling technology : the changing shape of sales in an information economy, Asaf Darr
Instantiates
Publication
Bibliography note
Includes bibliographical references and index
Contents
  • 5.
  • Maintaining sales ties in a mass market
  • 6.
  • Maintaining sales ties in emergent technology markets
  • 7.
  • The changing nature of sales work
  • 1.
  • Sales work in culture and practice
  • 2.
  • Sellers, buyers, and market organization
  • 3.
  • Searching for clients and constructing sales ties in a mass market
  • 4.
  • Searching for clients and constructing sales ties in emergent technology markets
  • Sales work in culture and practice -- Sellers, buyers, and market organization -- Searching for clients and constructing sales ties in a mass market -- Searching for clients and constructing sales ties in emergent technology markets -- Maintaining sales ties in a mass market -- Maintaining sales ties in an emergent technology market -- The changing nature of sales work
Control code
10311154
Dimensions
23 cm
Extent
xiv, 143 p.
Isbn
9780801473197
Isbn Type
(pbk)
Lccn
2005025046
System control number
  • (BNAtoc) 2005025046
  • (DLC) 2005025046
Label
Selling technology : the changing shape of sales in an information economy, Asaf Darr
Publication
Bibliography note
Includes bibliographical references and index
Contents
  • 5.
  • Maintaining sales ties in a mass market
  • 6.
  • Maintaining sales ties in emergent technology markets
  • 7.
  • The changing nature of sales work
  • 1.
  • Sales work in culture and practice
  • 2.
  • Sellers, buyers, and market organization
  • 3.
  • Searching for clients and constructing sales ties in a mass market
  • 4.
  • Searching for clients and constructing sales ties in emergent technology markets
  • Sales work in culture and practice -- Sellers, buyers, and market organization -- Searching for clients and constructing sales ties in a mass market -- Searching for clients and constructing sales ties in emergent technology markets -- Maintaining sales ties in a mass market -- Maintaining sales ties in an emergent technology market -- The changing nature of sales work
Control code
10311154
Dimensions
23 cm
Extent
xiv, 143 p.
Isbn
9780801473197
Isbn Type
(pbk)
Lccn
2005025046
System control number
  • (BNAtoc) 2005025046
  • (DLC) 2005025046

Library Locations

    • ManawatÅ« LibraryBorrow it
      Tennent Drive, Palmerston North, Palmerston North, 4472, NZ
      -40.385340 175.617349
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