Making sales : influence as interpersonal accomplishment
著者
書誌事項
Making sales : influence as interpersonal accomplishment
（Sage library of social research, v. 172）
Sage Publications, c1989
- : hbk
- : pbk.
大学図書館所蔵 件 / 全9件
-
該当する所蔵館はありません
- すべての絞り込み条件を解除する
注記
Includes bibliographical references
内容説明・目次
内容説明
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.
目次
Doing Influence Work
Presenting Products
Generating Trust
Neutralizing Resistance
Obtaining Commitments
Encountering Troublesome Customers
Developing Loyalty
Holding `Sales!'
Maintaining Enthusiasm
In Perspective
「Nielsen BookData」 より