Coverart for item
The Resource Selling technology : the changing shape of sales in an information economy, Asaf Darr

Selling technology : the changing shape of sales in an information economy, Asaf Darr

Label
Selling technology : the changing shape of sales in an information economy
Title
Selling technology
Title remainder
the changing shape of sales in an information economy
Statement of responsibility
Asaf Darr
Creator
Subject
Genre
Language
eng
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
Member of
Cataloging source
JSTOR
http://library.link/vocab/creatorName
Darr, Asaf
Illustrations
illustrations
Index
index present
Literary form
non fiction
Nature of contents
  • dictionaries
  • bibliography
Series statement
Collection on technology and work
http://library.link/vocab/subjectName
  • Selling
  • Selling
  • Selling
  • Information technology
  • Technologie de pointe
  • Vente
  • Vente
  • Technologie de l'information
  • SOCIAL SCIENCE
  • Information technology
  • Selling
  • Selling
  • Selling
  • Verkooptechnieken
  • Sociale aspecten
  • Technologie
  • Spitzentechnologie
  • Verkaufstechnik
  • Ventas
  • Ventas
  • Ventas
  • Tecnología de la información
Label
Selling technology : the changing shape of sales in an information economy, Asaf Darr
Instantiates
Publication
Antecedent source
unknown
Bibliography note
Includes bibliographical references (pages 133-138) and index
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Color
multicolored
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Contents
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
Control code
on1042220201
Dimensions
unknown
Extent
1 online resource (xiv, 143 pages)
File format
unknown
Form of item
online
Isbn
9781501723667
Level of compression
unknown
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
Note
JSTOR
Other physical details
illustrations
http://library.link/vocab/ext/overdrive/overdriveId
22573/ctv2dw5nn
Quality assurance targets
not applicable
Reformatting quality
unknown
Sound
unknown sound
Specific material designation
remote
System control number
(OCoLC)1042220201
Label
Selling technology : the changing shape of sales in an information economy, Asaf Darr
Publication
Antecedent source
unknown
Bibliography note
Includes bibliographical references (pages 133-138) and index
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Color
multicolored
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Contents
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
Control code
on1042220201
Dimensions
unknown
Extent
1 online resource (xiv, 143 pages)
File format
unknown
Form of item
online
Isbn
9781501723667
Level of compression
unknown
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
Note
JSTOR
Other physical details
illustrations
http://library.link/vocab/ext/overdrive/overdriveId
22573/ctv2dw5nn
Quality assurance targets
not applicable
Reformatting quality
unknown
Sound
unknown sound
Specific material designation
remote
System control number
(OCoLC)1042220201

Library Locations

    • Copley LibraryBorrow it
      5998 Alcalá Park, San Diego, CA, 92110-2492, US
      32.771354 -117.193327
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