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- W2556460810 abstract "account of the moral and ethical conflicts generated in the workaday worlds of personal sales. Such conflicts arise when people render services to others for profit, and when the professional ideals of providing long-term financial secu? rity are at odds with the realities of aggressive marketing. The Soul of the Salesman is also a work by an authority on the sociological theories of Max Weber and Georg Simmel. A member of the School of Business at Monmouth College in New Jersey, Oakes brings to the business field this expertise in the traditions of German cultural sociology. Like the masters whose interpretive social science he practices, he tunes his portrayal to the irreconcilable conflicts in the contemporary workplace, the moral and ethical tensions of the banal and instrumentalized world of prospects, closings, and quotas. Life for these sales? men (no women were discussed) is a ceaseless movement to carry on the busi? ness of sales, a world where making your numbers determines whether you will be permitted to live (or to die) by the sales track (p. 46). Yet it's also a world that sees itself as a place where services are provided to clients whose needs always come first. These two mutually inconsistent conceptions of saleswork? commission-driven and service-driven?make up the conflicting principles and values that life insurance salesmen live by. The training of life insurance agents is based on the idea that sales people are made and not born. Selling is a skill learned through the discipline of extensive training sessions and the imposition of performance criteria. Oakes's special interest here is in the sales process itself, its conceptualization and its meaning from the standpoint of those in the field. As he depicts them, the training pro? grams involve a process of character formation of sales agents so that the sales process becomes an entire way of life, an ethos. The life of selling has a logic that includes the ethical rules and conceptual apparatus of this particular corner" @default.
- W2556460810 created "2016-11-30" @default.
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- W2556460810 date "2016-01-01" @default.
- W2556460810 modified "2023-09-24" @default.
- W2556460810 title "This case study in the training of life insurance agents is a careful descriptive" @default.
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