Selling Technology by Asaf Darr
Look inside with Google Book Preview
Selling Technology
By Asaf Darr

Selling Technology

The Changing Shape of Sales in an Information Economy

By (author) See other recent books by Asaf Darr
Format: Paperback

Normal Price: $44.95
Your Price: $40.46 AUD, inc. GST
Shipping: $7.95 per order
You Save: $4.49! (10% off normal price)
Plus...earn $2.02 in Boomerang Bucks
Availability: Available Available to Backorder, No Due Date for Supply



Selling Technology by Asaf Darr

Book 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.

Buy Selling Technology book by Asaf Darr from Australia's Online Bookstore, Boomerang Books.


Book Details

ISBN: 9780801473197
ISBN-10: 0801473195
Format: Paperback
(229mm x 152mm x 5mm)
Pages: 168
Imprint: ILR Press
Publisher: Cornell University Press
Publish Date: 1-Mar-2006
Country of Publication: United States

Other Editions...


Reviews

» Have you read this book? We'd like to know what you think about it - write a review about Selling Technology book by Asaf Darr and you'll earn 50c in Boomerang Bucks loyalty dollars (you must be a member - it's free to sign up!)

Write a book review


Boomerang Bucks close

For every $20 you spend on books, you will receive $1 in Boomerang Bucks loyalty dollars. You can use your Boomerang Bucks as a credit towards a future purchase from Boomerang Books. Note that you must be a Member (free to sign up) and that conditions do apply.

Recent books by Asaf Darr close
»
BoomerangBooks.com.au close