Selling technology : the changing shape 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 codevel...
| Autor principal: | |
|---|---|
| Formato: | Licensed eBooks |
| Idioma: | inglês |
| Publicado em: |
Ithaca :
Cornell University Press
2006.
|
| Colecção: | Collection on technology and work.
|
| Acesso em linha: | https://www.jstor.org/stable/10.7591/j.ctv2n7mbx |
Sumário:
- 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.