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Selling Technology : The Changing Shape of Sales in an Information Economy /
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."--Jacket
| Autor principal: | |
|---|---|
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Ithaca :
Cornell University Press,
2006.
|
| Colección: | Book collections on Project MUSE.
|
| Temas: | |
| Acceso en línea: | Texto completo |
MARC
| LEADER | 00000cam a22000004a 4500 | ||
|---|---|---|---|
| 001 | musev2_59977 | ||
| 003 | MdBmJHUP | ||
| 005 | 20230905050149.0 | ||
| 006 | m o d | ||
| 007 | cr||||||||nn|n | ||
| 008 | 180629s2006 nyu o 00 0 eng d | ||
| 020 | |a 9781501723667 | ||
| 020 | |z 9780801473197 | ||
| 020 | |z 9780801444319 | ||
| 035 | |a (OCoLC)1080549561 | ||
| 040 | |a MdBmJHUP |c MdBmJHUP | ||
| 100 | 1 | |a Darr, Asaf. | |
| 245 | 1 | 0 | |a Selling Technology : |b The Changing Shape of Sales in an Information Economy / |c Asaf Darr. |
| 264 | 1 | |a Ithaca : |b Cornell University Press, |c 2006. | |
| 264 | 3 | |a Baltimore, Md. : |b Project MUSE, |c 2019 | |
| 264 | 4 | |c ©2006. | |
| 300 | |a 1 online resource (176 pages): |b illustrations | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 490 | 0 | |a Collection on technology and work | |
| 505 | 0 | |a 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 emergent technology markets -- The changing nature of sales work. | |
| 520 | 8 | |a 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."--Jacket | |
| 520 | 8 | |a "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 | |
| 520 | 1 | |a "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." | |
| 588 | |a Description based on print version record. | ||
| 650 | 1 | 7 | |a Technologie. |2 gtt |
| 650 | 1 | 7 | |a Sociale aspecten. |2 gtt |
| 650 | 1 | 7 | |a Verkooptechnieken. |2 gtt |
| 650 | 7 | |a Verkaufstechnik |2 gnd | |
| 650 | 7 | |a Spitzentechnologie |2 gnd | |
| 650 | 7 | |a Selling |x Technological innovations. |2 fast |0 (OCoLC)fst01112057 | |
| 650 | 7 | |a Selling |x Social aspects. |2 fast |0 (OCoLC)fst01112049 | |
| 650 | 7 | |a Selling |x High technology. |2 fast |0 (OCoLC)fst01112015 | |
| 650 | 7 | |a Information technology |x Social aspects. |2 fast |0 (OCoLC)fst00973131 | |
| 650 | 7 | |a SOCIAL SCIENCE |x Sociology |x General. |2 bisacsh | |
| 650 | 6 | |a Technologie de l'information |x Aspect social. | |
| 650 | 6 | |a Vente |x Aspect social. | |
| 650 | 6 | |a Vente |x Innovations. | |
| 650 | 6 | |a Technologie de pointe |x Vente. | |
| 650 | 0 | |a Information technology |x Social aspects. | |
| 650 | 0 | |a Selling |x Social aspects. | |
| 650 | 0 | |a Selling |x Technological innovations. | |
| 650 | 0 | |a Selling |x High technology. | |
| 655 | 7 | |a Electronic books. |2 local | |
| 710 | 2 | |a Project Muse. |e distributor | |
| 830 | 0 | |a Book collections on Project MUSE. | |
| 856 | 4 | 0 | |z Texto completo |u https://projectmuse.uam.elogim.com/book/59977/ |
| 945 | |a Project MUSE - Custom Collection | ||
| 945 | |a Project MUSE - Archive Complete Supplement VII | ||
| 945 | |a Project MUSE - Archive Political Science and Policy Studies Supplement VII | ||