Download Ebook BookSelling Technology The Changing Shape of Sales in an Information Economy (Collection on Technology and Work)

[PDF.nsKD] Selling Technology The Changing Shape of Sales in an Information Economy (Collection on Technology and Work)

[PDF.nsKD] Selling Technology The Changing Shape of Sales in an Information Economy (Collection on Technology and Work)

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Published on: 2006-03
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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. BibMe: Free Bibliography & Citation Maker - MLA APA ... Using other peoples research or ideas without giving them due credit is plagiarism. Since BibMe makes it easy to create citations build bibliographies and ... The Free List of Bank & Credit Union Repo Sales ... Repo Finder provides free repossessed bank cars for sale bank repossessed cars credit union repossessions and ATV repo lists among other repo sales service lists ... 10 Ways Shopper Marketing Can Help to Improve Sales in a ... 10 Ways Shopper Marketing Can Help to Improve Sales in a Tough Economy A ten-point plan for leveraging Shopper Marketing in difficult economic times to deliver better ... Long tail - Wikipedia The long tail has possible implications for culture and politics. Where the opportunity cost of inventory storage and distribution is high only the most popular ... About.com Trending in Money Are You Making the Most of Your Health Savings Account? 10 Steps for Finding Your New Job; 7 Lifestyle Changes to Make You a Better Entrepreneur Techmeme Blog tracking other technology blogs. WatersTechnology Financial Information & Technology... Industry news commentary & analysis for financial information & technology professionals & market data & reference data managers in banks brokerages investment... Business News Personal Finance and Money News - ABC News Find the latest business news on Wall Street jobs and the economy the housing market personal finance and money investments and much more on ABC News Data - Wikipedia Biological data; Data acquisition; Data analysis; Data cable; Dark data; Data domain; Data element; Data farming; Data governance; Data integrity; Data maintenance Nucor Building Systems - Pre Engineered Steel Buildings Nucor Building Systems is a leading manufacturer of custom pre-engineered metal building systems with over 1000 Authorized Builders across North America.
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