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
-
No Libraries matched.
- Remove all filters.
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"
