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Selling Technology - The Changing Shape of Sales in an Information Economy (Paperback, Annotated edition)
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Selling Technology - The Changing Shape of Sales in an Information Economy (Paperback, Annotated edition)
Series: Collection on Technology and Work
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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.
General
Imprint: |
Cornell University Press
|
Country of origin: |
United States |
Series: |
Collection on Technology and Work |
Release date: |
February 2006 |
First published: |
2006 |
Authors: |
Asaf Darr
|
Dimensions: |
229 x 152 x 9mm (L x W x T) |
Format: |
Paperback - Trade
|
Pages: |
176 |
Edition: |
Annotated edition |
ISBN-13: |
978-0-8014-7319-7 |
Categories: |
Books >
Business & Economics >
General
|
LSN: |
0-8014-7319-5 |
Barcode: |
9780801473197 |
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