Selling Technology: The Changing Shape of Sales in an Information Economy

by 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 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...

• Format: Hardcover
• Language: English
• ISBN: 0801444314
• ISBN13: 9780801444319
• Release Date: February 2006
• Publisher: Cornell University Press
• Length: 176 Pages
• Weight: 0.90 lbs.
• Dimensions: 0.5" x 6.0" x 9.0"
• Age Range: 18 years and up
• Grade Range: Postsecondary and higher