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dc.contributor.authorDarr, Asaf
dc.date.accessioned2020-11-13T18:57:38Z
dc.date.available2020-11-13T18:57:38Z
dc.date.issued2006-01-01
dc.identifier.other204726
dc.identifier.urihttps://hdl.handle.net/1813/74093
dc.descriptionThe abstract, table of contents, and first twenty-five pages are published with permission from the Cornell University Press. For ordering information, please visit the Cornell University Press at http://www.cornellpress.cornell.edu/.
dc.description.abstract[Excerpt] This book describes and explains the changing nature of sales through the daily experiences of salespeople, engineers, managers, and purchasing agents who construct markets for emergent technologies through their daily engagement in sales interactions… [It] provides a grounded empirical account of sales work in an area that has been the subject of insufficient study, namely contemporary industrial markets where firms trade with other firms.
dc.language.isoen_US
dc.subjectselling technology
dc.subjectinnovations
dc.subjectsocial aspect
dc.subjectinformation technology
dc.subjecttechnology
dc.subjectsales
dc.subjecteconomy
dc.subjectinformation
dc.subjectsalespeople
dc.subjectengineers
dc.subjectmanagers
dc.subjectpurchasing agents
dc.subjectmarket
dc.subjectfirm
dc.subjectindustrial
dc.titleSelling Technology: The Changing Shape of Sales in an Information Economy
dc.typebook chapter
dc.description.legacydownloads_22_Selling_Technology.pdf: 1659 downloads, before Oct. 1, 2020.


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