Selling Technology: The Changing Shape of Sales in an Information Economy (Collection on Technology and Work) - Image 1

£104.00

Cornell University Press Selling Technology: The Changing Shape of Sales in an Information Economy (Collection on Technology and Work)

Name: Selling Technology: The Changing Shape of Sales in an Information Economy (Collection on Technology and Work)
Brand: Cornell University Press
Price: 104.0 GBP
Availability: InStock

Illustrations

Anthropology & Sociology

It has never been this cheap. We have no record of a lower price.

£104 today · cheaper than every other day in the last 3 months

NEW HERE?

Amazon shows you one price. We show you all of them.

Tosheroon watches Amazon prices so you don't have to. Every product on Amazon has a price history — we make it visible. Set the price you'd actually pay, and we'll email you the second it gets there. No app, no account, one email.

WHAT'S ON THIS PAGE

↓ Price chart
when this has been cheap or pricey

↓ Forecast
where the price is heading next

↓ Statistics
all-time high & low, recent range

↑ Price alert
name your number, we'll email you

Price History & Forecast

Grey patches = out of stock. Cheaper = lower on the chart. Hover for exact prices.

Last 85 days • 85 data points (No recent data available)

Historical

Generating forecast...

Price Distribution

Price distribution over 85 days • 1 price levels

Days at Price

Price Analysis

Most common price: £104 (85 days, 100.0%)

Price range: £104 - £104

Price levels: 1 different prices over 85 days

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. 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.

Key Features

Used Book in Good Condition

Product Specifications

Brand: Cornell University Press
Model: Illustrations
Format: hardcover
ASIN: 0801444314
Category: Books > Subjects > Biography > Medical, Legal & Social Sciences > Anthropology & Sociology
Domain: Amazon UK
Release Date: 28 February 2006
Listed Since: 02 February 2007

Barcode

No barcode data available

Cornell University Press Selling Technology: The Changing Shape of Sales in an Information Economy (Collection on Technology and Work)

It has never been this cheap. We have no record of a lower price.

Price History & Forecast

Price Distribution

Price Analysis

Description

Key Features

Product Specifications

Barcode

Similar Products You Might Like

Selling IT: The Science of Selling, Buying, and Deal-Making

Managing Sales Professionals: The Reality of Profitability (Haworth Marketing Resources)

Emerging Trends in Sales Thought and Practice

Business to Business Marketing: Relationships, Networks, and Strategies

Business-to-Business Marketing: How to Understand and Succeed in Business Marketing in an Emerging Africa

The Unaccountable State of Surveillance: Exercising Access Rights in Europe: 34 (Law, Governance and Technology Series, 34)

Technology Transfer in a Global Economy: 28 (International Studies in Entrepreneurship, 28)

Technology Sales And Marketing A Complete Guide - 2019 Edition

Fundamentals of Business Marketing Research (Foundation Series in Business Marketing)

Diverse Methods in Customer Relationship Marketing and Management (Advances in Marketing, Customer Relationship Management, and E-Services)

Marketing IT Products and Services

Sales Management for Improved Organizational Competitiveness and Performance (Advances in Logistics, Operations, and Management Science)

The Disappearing Product: Marketing and Markets in the Creative Industries

Marketing IT Products and Services

Contemporary Sales Force Management - Routledge Business Book

Gender Stratification in the IT Industry: Sex, Status and Social Capital

The Sociology of Arts and Markets: New Developments and Persistent Patterns

Collaborative Intelligence: How Humans and AI Are Transforming Our World

Sympathy Innovation for Phronesis: Global Deployment of Social Productivity for Work Teams on Production Sites

Marketing Scales Handbook: Multi-Item Measures for Consumer Insight Research, Volume 11

B2B Professional Sales: Theory, Process, Application, Tools: Volume 2 (Two Volume Set)

Transformation in Cultural Industries: 23 (Research in the Sociology of Organizations, 23)

Servitization, IT-ization and Innovation Models: Two-Stage Industrial Cluster Theory

Organizational and Social Perspectives on Information Technology: IFIP TC8 WG8.2 International Working Conference on the Social and Organizational ... Information and Communication Technology, 41)