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- W2770556636 abstract "Both the service sector and knowledge work are expanding, but while the expansion of the service sector is associated with low skills and low wages, knowledge workers are highly skilled and highly paid. However, in sales of emergent technologies, there is evidence of the merging of service and knowledge work. This chapter tells the tale of the technical salesperson to show that as the complexity of sales increases, their dependence on social and interactive skills also increases. The focus is on emergent technology and it addresses the following two questions: (1) What types of social skills did the technical salespeople employ in their daily work and for what purpose? (2) In what sense was there a growing interdependence of social and technical skills? The sales process required sales engineers to enhance their social skills. These included being able to: engage in intense conversation with prospective clients; gather contextual knowledge about the clients' application, which required employing a number of search practices in which social and technical skills are intertwined; and identify visitors to trade shows who had been close to buying from the seller in the past. As more and more workers are called upon to combine and master technical and social skills, continuing to maintain the distinction between these two skills will fail to address the shifting skill needs of the modern work organisation." @default.
- W2770556636 created "2017-12-04" @default.
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- W2770556636 date "2004-01-01" @default.
- W2770556636 modified "2023-09-24" @default.
- W2770556636 title "The independence of social and technical skills in the sale of emergent technology" @default.
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