The soul of the salesman: the moral ethos of personal sales
Saved in:
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Atlantic Highlands, N.J. [u.a.]
Humanities Press Internat.
1990
|
| Edition: | 1. publ. |
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | IX, 113 S. |
Staff View
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| 245 | 1 | 0 | |a The soul of the salesman |b the moral ethos of personal sales |c Guy Oakes |
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| 264 | 1 | |a Atlantic Highlands, N.J. [u.a.] |b Humanities Press Internat. |c 1990 | |
| 300 | |a IX, 113 S. | ||
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Record in the Search Index
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Contents
Acknowledgments ix
1. Introduction: The Moral Arena of Personal Sales 1
The Sales Process 1
The Paradoxes of Personal Sales 5
The Sociology of Sales 8
The Sociology of Commercial Ethics 12
2. The Commercial Idiom 15
The Organization of Life Insurance Sales 15
The Organization of Sales Training Programs 17
Prospecting: Lessons in Commercial Casuistry 21
Naming Names: Referred Leads 3 3
The Commercialization of Life 37
3. The Service Idiom 49
The Financial Security Professional 49
The Service Ideal 5 5
The Philosophy of Financial Security 5 8
The Formation of Trust 62
The Ethic of Service 68
4. The Antinomies of Personal Sales 69
Sacralization and Manipulation 69
Opportunism and Professionalism 71
Toughness and Sensitivity 73
Sincerity and Dissimulation 75
The Paradox of Sincerity 77
vii
viii CONTENTS
The Paradox of Trust 79
5. The Intellectualization of Personal Sales 83
The Antinomies of Personal Sales and the Work
World of the Agent 83
Untruth as a Condition for Life 85
The Sales Process in Theory and Practice 8 7
The Limits of the Intellectualization of the Sales Process 91
Notes 99
Index HI |
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| author | Oakes, Guy 1946- |
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| discipline | Philosophie Wirtschaftswissenschaften |
| edition | 1. publ. |
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| indexdate | 2024-09-23T16:05:50Z |
| institution | BVB |
| language | English |
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| physical | IX, 113 S. |
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| publisher | Humanities Press Internat. |
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| spelling | Oakes, Guy 1946- Verfasser (DE-588)143292137 aut The soul of the salesman the moral ethos of personal sales Guy Oakes 1. publ. Atlantic Highlands, N.J. [u.a.] Humanities Press Internat. 1990 IX, 113 S. txt rdacontent n rdamedia nc rdacarrier Ethik Sales personnel Training of Selling Moral and ethical aspects Verkauf (DE-588)4117346-6 gnd rswk-swf Ethik (DE-588)4015602-3 gnd rswk-swf Ethik (DE-588)4015602-3 s Verkauf (DE-588)4117346-6 s DE-604 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=003203260&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Oakes, Guy 1946- The soul of the salesman the moral ethos of personal sales Ethik Sales personnel Training of Selling Moral and ethical aspects Verkauf (DE-588)4117346-6 gnd Ethik (DE-588)4015602-3 gnd |
| subject_GND | (DE-588)4117346-6 (DE-588)4015602-3 |
| title | The soul of the salesman the moral ethos of personal sales |
| title_auth | The soul of the salesman the moral ethos of personal sales |
| title_exact_search | The soul of the salesman the moral ethos of personal sales |
| title_full | The soul of the salesman the moral ethos of personal sales Guy Oakes |
| title_fullStr | The soul of the salesman the moral ethos of personal sales Guy Oakes |
| title_full_unstemmed | The soul of the salesman the moral ethos of personal sales Guy Oakes |
| title_short | The soul of the salesman |
| title_sort | the soul of the salesman the moral ethos of personal sales |
| title_sub | the moral ethos of personal sales |
| topic | Ethik Sales personnel Training of Selling Moral and ethical aspects Verkauf (DE-588)4117346-6 gnd Ethik (DE-588)4015602-3 gnd |
| topic_facet | Ethik Sales personnel Training of Selling Moral and ethical aspects Verkauf |
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