Selling Technology : The Changing Shape of Sales in an Information Economy /

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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

Détails bibliographiques
Auteur principal: Darr, Asaf
Format: Électronique eBook
Langue:Inglés
Publié: Ithaca : Cornell University Press, 2006.
Collection:Book collections on Project MUSE.
Sujets:
Technologie.
Sociale aspecten.
Verkooptechnieken.
Verkaufstechnik
Spitzentechnologie
Selling > Technological innovations.
Selling > Social aspects.
Selling > High technology.
Information technology > Social aspects.
SOCIAL SCIENCE > Sociology > General.
Technologie de l'information > Aspect social.
Vente > Aspect social.
Vente > Innovations.
Technologie de pointe > Vente.
Electronic books.
Accès en ligne:Texto completo
Table des matières:
  • 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.

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