Selling Technology

Selling Technology

The Changing Shape of Sales in An Information Economy

Book - 2006
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From the publisher's description: "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."
Publisher: Ithaca : Cornell University Press, 2006
ISBN: 9780801444319
Characteristics: xiv, 143 p. : ill. ; 24 cm


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