Making sales : influence as interpersonal accomplishment
Author(s)
Bibliographic Information
Making sales : influence as interpersonal accomplishment
(Sage library of social research, v. 172)
Sage Publications, c1989
- : hbk
- : pbk.
Available at 9 libraries
  Aomori
  Iwate
  Miyagi
  Akita
  Yamagata
  Fukushima
  Ibaraki
  Tochigi
  Gunma
  Saitama
  Chiba
  Tokyo
  Kanagawa
  Niigata
  Toyama
  Ishikawa
  Fukui
  Yamanashi
  Nagano
  Gifu
  Shizuoka
  Aichi
  Mie
  Shiga
  Kyoto
  Osaka
  Hyogo
  Nara
  Wakayama
  Tottori
  Shimane
  Okayama
  Hiroshima
  Yamaguchi
  Tokushima
  Kagawa
  Ehime
  Kochi
  Fukuoka
  Saga
  Nagasaki
  Kumamoto
  Oita
  Miyazaki
  Kagoshima
  Okinawa
  Korea
  China
  Thailand
  United Kingdom
  Germany
  Switzerland
  France
  Belgium
  Netherlands
  Sweden
  Norway
  United States of America
Note
Includes bibliographical references
Description and Table of Contents
Description
Making Sales - an ethnographic enquiry - uses interview, observation and participant-observation materials to portray sales work as it is experienced by the people involved. The author depicts the dilemmas, strategies, practical limitations, frustrations and excitement experienced by vendors in their dealings with their customers. Prus also demonstrates how people draw upon and manipulate human communication, symbolic meanings, relationships and the norms of moral order to accomplish their goals.
Table of Contents
Doing Influence Work
Presenting Products
Generating Trust
Neutralizing Resistance
Obtaining Commitments
Encountering Troublesome Customers
Developing Loyalty
Holding `Sales!'
Maintaining Enthusiasm
In Perspective
by "Nielsen BookData"