Selling Technology: The Changing Shape of Sales in an Information Economy.
Language: English
Published by Cornell University Press, 2006
- Softcover
- Used
Seller: Kloof Booksellers & Scientia Verlag, Amsterdam, NetherlandsKloof Booksellers & Scientia Verlag
AbeBooks seller since October 7, 1999
Condition: Used - Very good
£ 14.55
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Add to basketItem description from seller
US. ILR Press, 2006. Paperback. 168 pp. Selling Technology offers a look at high-tech markets from within, through the experience of salespeople, purchasing agents, and engineers who construct markets for emergent technologies through their daily engagement in sales interactions. Although sales occupations comprise 12 percent of the American labor force, sales work has been a neglected area of study. 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 co-development, 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 ethnographic studies of salespeople, which focus on the insurance, finance, and retail sectors.,Collection on technology and workEnglish text.Collection on technology and work Condition : very good copy. ISBN 9780801473197. Keywords : .…
Seller Inventory # 19878
- Title
- Selling Technology: The Changing Shape of Sales in an Information Economy.
- Author
- Darr, Asaf.
- Publisher
- Cornell University Press
- Publication year
- 2006
- Condition
- very good
- Binding
- Soft cover
- Language
- English
- ISBN 10
- 0801473195
- ISBN 13
- 9780801473197
Selling Technology offers a look at high-tech markets from within, through the experience of salespeople, purchasing agents, and engineers who construct markets for emergent technologies through their daily engagement in sales interactions. Although sales occupations comprise 12 percent of the American labor force, sales work has been a neglected area of study. 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 co-development, 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 ethnographic studies of salespeople, which focus on the insurance, finance, and retail sectors., Darr's groundbreaking book turns to the daily sales practices of an information economy.
"Synopsis" may belong to another edition of this title.
About the Author
Asaf Darr is a Senior Lecturer in Organization Studies at the University of Haifa, Israel.
"About the title" may belong to another edition of this title.
Kloof Booksellers & Scientia Verlag
Amsterdam, Netherlands
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