Making Sales
Influence as Interpersonal Accomplishment
Bibliographic Data
| ID | 19975720 |
|---|---|
| Authors | Robert C Prus, Robert Prus (0000-0001-9310-974X, corresponding author) |
| Year | 1989 |
| Pages | 336 |
| Publication date | 1989-03-01 |
| Open Access | Yes |
| Type | BOOK |
| Venue | Making sales (SOURCE_BOOK) |
| Publisher | Japan Society of Medical Entomology and Zoology (PUBLISHER • JP) |
| OpenAlex | W1594574563 |
| Open Library | OL2050062M |
| ISBN | 9780803934092 |
| Language | EN |
| Citations received | 25 |
Doing Influence Work Presenting Products Generating Trust Neutralizing Resistance Obtaining Commitments Encountering Troublesome Customers Developing Loyalty Holding 'Sales!' Maintaining Enthusiasm In Perspective
Business · Interpersonal communication · Knowledge Management and Sharing · Psychology · Psychology of Social Influence · Social Psychology · Selling
Engaging the Student Role
Contemplation for Economists. Towards a Social Economy Based on Empathy and Compassion
Incorporating Ritual into Greedy Institution Theory
Success Through A Positive Mental Attitude
Multiple versions of markets
On the nature of markets and their practices
Using Emotional Labor to Create and Maintain Relationships in Service Interactions
Doing Money Work in a Door-to-Door Sales Organization
Negotiating Clothing Identities on the Sales Floor
Chess Playing as Strategic Activity
Managing Clients and Making Sales
Making Faces
The Promise of a Sociology Degree in Canadian Higher Education
Negotiating respectability in ambiguous commerce
Dilemas identitários no mundo dos serviços
Automatons, sales-floor control and the constitution of authority
The Technicization of Sales Work
Teaching Wedding Rules
Human Memory, Social Process, and the Pragmatist Metamorphosis
The Anatomy of First-Time and Subsequent Business-to-Business “Cold” Calls
Creating a Market Where There Is None
Drug dealing and negative reciprocity
Relational Brokerage
Consumers as targets
Capturing Contracts
| Unique citing works | 25 |
|---|---|
| Citations per year | 0,71 |
| Citation span | 1991 - 2024 (34) |
| Citation velocity | recent |
| Highly cited | No |
| Citation types | Neutral: 21 |