Scandinavian Working Papers in Business Administration
Working Paper Series,
Lund University, Institute of Economic Research
No 2005/8: The Social Construction of Successful Practical Selling - A study of how sales persons at CR Ltd construct selling as successful
Catharina Norén ()
Additional contact information
Catharina Norén: Department of Business Administration, School of Economics and Management, Lund University, Postal: Department of Business Administration, School of Economics and Management, Lund University, Box 7080, SE-220 07 Lund, Sweden
Abstract: In this paper I discuss how the sales persons, at a computer retailing company, understand themselves as successful in interaction with their customers. The discussion introduces earlier research about success and successful selling, which also reveals the notion as socially constructed. The purpose has been to reveal how the sales person socially constructs, interprets and enact successful practical selling as well as competition in their every day practice. The discussion about the sales person’s act is founded in habitus that is understood to structure the sales person’s act in his or her practice.
Keywords: Successful selling; competition; sales persons; social construction; rhetoric
16 pages, June 3, 2005
Full text files
2005-8.pdf
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