TY  - GEN
T1  - Selling technology : the changing shape of sales in an information economy
T2  - Collection on technology and work.
A1  - Darr, Asaf
LA  - English
PP  - Ithaca
PB  - Cornell University Press
YR  - 2006
UL  - https://ebooks.jgu.edu.in/Record/jstor_eba_on1042220201
AB  - "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
AB  - 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
OP  - 143
CN  - HF5439.H54 D37 2006eb
SN  - 9781501723667
SN  - 1501723669
SN  - 0801444314
SN  - 9780801444319
SN  - 0801473195
SN  - 9780801473197
KW  - Selling : High technology.
KW  - Selling : Technological innovations.
KW  - Selling : Social aspects.
KW  - Information technology : Social aspects.
KW  - Technologie de pointe : Vente.
KW  - Vente : Innovations.
KW  - Vente : Aspect social.
KW  - Technologie de l'information : Aspect social.
KW  - SOCIAL SCIENCE : Sociology : General.
KW  - Information technology : Social aspects
KW  - Selling : High technology
KW  - Selling : Social aspects
KW  - Selling : Technological innovations
KW  - Spitzentechnologie
KW  - Verkaufstechnik
KW  - Verkooptechnieken.
KW  - Sociale aspecten.
KW  - Technologie.
ER  -