Title

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

Authors

Asaf Darr

Publication Date

January 2006

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.

Comments

The 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.
http://digitalcommons.ilr.cornell.edu/books/22