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Selling technology : the changing shape of sales in an information economy /
"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...
| Call Number: | Libro Electrónico |
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| Main Author: | |
| Format: | Electronic eBook |
| Language: | Inglés |
| Published: |
Ithaca :
Cornell University Press,
2006.
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| Series: | Collection on technology and work.
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| Subjects: | |
| Online Access: | Texto completo |
| 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."--Jacket |
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| Physical Description: | 1 online resource (xiv, 143 pages) : illustrations |
| Bibliography: | Includes bibliographical references (pages 133-138) and index. |
| ISBN: | 9781501723667 1501723669 |