9780801473197 - Selling Technology: The Changing Shape of Sales in an Information Economy (Collection on Technology And Work) von Darr, Asaf (7 Ergebnisse)

Zustand: New. This is a Brand-new US Edition. This Item may be shipped from US or any other country as we have multiple locations worldwide.

Zustand: very good. 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 : ,

PAP. Zustand: New. New Book. Shipped from UK. Established seller since 2000.

Zustand: New. Series: Collection on Technology & Work. Num Pages: 168 pages, 5. BIC Classification: KJMV7. Category: (P) Professional & Vocational; (UP) Postgraduate, Research & Scholarly; (UU) Undergraduate. Dimension: 154 x 210 x 10. Weight in Grams: 236. . 2006. Annotated. Paperback. . . . . Books ship from the US and Ireland.

Paperback. Zustand: Brand New. 1st edition. 168 pages. 8.75x6.00x0.50 inches. In Stock.

Kartoniert / Broschiert. Zustand: New. 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.

Taschenbuch. Zustand: Neu. Neuware - Asaf Darr is a Senior Lecturer in Organization Studies at the University of Haifa, Israel.