Selling Technology : : The Changing Shape of Sales in an Information Economy / / Asaf Darr.
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 Ameri...
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Superior document: | Title is part of eBook package: De Gruyter Cornell University Press Backlist 2000-2013 |
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Place / Publishing House: | Ithaca, NY : : Cornell University Press, , [2018] ©2006 |
Year of Publication: | 2018 |
Language: | English |
Series: | Collection on Technology and Work
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Physical Description: | 1 online resource (176 p.) :; 1 table, 4 charts/graphs |
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Darr, Asaf, author. aut http://id.loc.gov/vocabulary/relators/aut Selling Technology : The Changing Shape of Sales in an Information Economy / Asaf Darr. Ithaca, NY : Cornell University Press, [2018] ©2006 1 online resource (176 p.) : 1 table, 4 charts/graphs text txt rdacontent computer c rdamedia online resource cr rdacarrier text file PDF rda Collection on Technology and Work Frontmatter -- CONTENTS -- FOREWORD -- ACKNOWLEDGMENTS -- 1. Sales Work in Culture and Practice -- 2. Sellers, Buyers, and Market Organization -- 3. Searching for Clients and Constructing Sales Ties in a Mass Market -- 4. Searching for Clients and Constructing Sales Ties in Emergent Technology Markets -- 5. Maintaining Sales Ties in a Mass Market -- 6. Maintaining Sales Ties in Emergent Technology Markets -- 7. The Changing Nature of Sales Work -- A Note on Methods and Design -- References -- Index restricted access http://purl.org/coar/access_right/c_16ec online access with authorization star 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., Darr's groundbreaking book turns to the daily sales practices of an information economy. Issued also in print. Mode of access: Internet via World Wide Web. In English. Description based on online resource; title from PDF title page (publisher's Web site, viewed 02. Mrz 2022) Information technology Social aspects. Selling High technology. Selling Social aspects. Selling Technological innovations. General Economics. Labor History. BUSINESS & ECONOMICS / Sales & Selling / General. bisacsh Title is part of eBook package: De Gruyter Cornell University Press Backlist 2000-2013 9783110536157 print 9780801473197 https://doi.org/10.7591/9781501723667 https://www.degruyter.com/isbn/9781501723667 Cover https://www.degruyter.com/document/cover/isbn/9781501723667/original |
language |
English |
format |
eBook |
author |
Darr, Asaf, Darr, Asaf, |
spellingShingle |
Darr, Asaf, Darr, Asaf, Selling Technology : The Changing Shape of Sales in an Information Economy / Collection on Technology and Work Frontmatter -- CONTENTS -- FOREWORD -- ACKNOWLEDGMENTS -- 1. Sales Work in Culture and Practice -- 2. Sellers, Buyers, and Market Organization -- 3. Searching for Clients and Constructing Sales Ties in a Mass Market -- 4. Searching for Clients and Constructing Sales Ties in Emergent Technology Markets -- 5. Maintaining Sales Ties in a Mass Market -- 6. Maintaining Sales Ties in Emergent Technology Markets -- 7. The Changing Nature of Sales Work -- A Note on Methods and Design -- References -- Index |
author_facet |
Darr, Asaf, Darr, Asaf, |
author_variant |
a d ad a d ad |
author_role |
VerfasserIn VerfasserIn |
author_sort |
Darr, Asaf, |
title |
Selling Technology : The Changing Shape of Sales in an Information Economy / |
title_sub |
The Changing Shape of Sales in an Information Economy / |
title_full |
Selling Technology : The Changing Shape of Sales in an Information Economy / Asaf Darr. |
title_fullStr |
Selling Technology : The Changing Shape of Sales in an Information Economy / Asaf Darr. |
title_full_unstemmed |
Selling Technology : The Changing Shape of Sales in an Information Economy / Asaf Darr. |
title_auth |
Selling Technology : The Changing Shape of Sales in an Information Economy / |
title_alt |
Frontmatter -- CONTENTS -- FOREWORD -- ACKNOWLEDGMENTS -- 1. Sales Work in Culture and Practice -- 2. Sellers, Buyers, and Market Organization -- 3. Searching for Clients and Constructing Sales Ties in a Mass Market -- 4. Searching for Clients and Constructing Sales Ties in Emergent Technology Markets -- 5. Maintaining Sales Ties in a Mass Market -- 6. Maintaining Sales Ties in Emergent Technology Markets -- 7. The Changing Nature of Sales Work -- A Note on Methods and Design -- References -- Index |
title_new |
Selling Technology : |
title_sort |
selling technology : the changing shape of sales in an information economy / |
series |
Collection on Technology and Work |
series2 |
Collection on Technology and Work |
publisher |
Cornell University Press, |
publishDate |
2018 |
physical |
1 online resource (176 p.) : 1 table, 4 charts/graphs Issued also in print. |
contents |
Frontmatter -- CONTENTS -- FOREWORD -- ACKNOWLEDGMENTS -- 1. Sales Work in Culture and Practice -- 2. Sellers, Buyers, and Market Organization -- 3. Searching for Clients and Constructing Sales Ties in a Mass Market -- 4. Searching for Clients and Constructing Sales Ties in Emergent Technology Markets -- 5. Maintaining Sales Ties in a Mass Market -- 6. Maintaining Sales Ties in Emergent Technology Markets -- 7. The Changing Nature of Sales Work -- A Note on Methods and Design -- References -- Index |
isbn |
9781501723667 9783110536157 9780801473197 |
url |
https://doi.org/10.7591/9781501723667 https://www.degruyter.com/isbn/9781501723667 https://www.degruyter.com/document/cover/isbn/9781501723667/original |
illustrated |
Not Illustrated |
dewey-hundreds |
600 - Technology |
dewey-tens |
650 - Management & public relations |
dewey-ones |
658 - General management |
dewey-full |
658.8/2 |
dewey-sort |
3658.8 12 |
dewey-raw |
658.8/2 |
dewey-search |
658.8/2 |
doi_str_mv |
10.7591/9781501723667 |
oclc_num |
1083574906 |
work_keys_str_mv |
AT darrasaf sellingtechnologythechangingshapeofsalesinaninformationeconomy |
status_str |
n |
ids_txt_mv |
(DE-B1597)515265 (OCoLC)1083574906 |
carrierType_str_mv |
cr |
hierarchy_parent_title |
Title is part of eBook package: De Gruyter Cornell University Press Backlist 2000-2013 |
is_hierarchy_title |
Selling Technology : The Changing Shape of Sales in an Information Economy / |
container_title |
Title is part of eBook package: De Gruyter Cornell University Press Backlist 2000-2013 |
_version_ |
1770177083679440896 |
fullrecord |
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