I Am Quite A Genuine Person” Sales Training and The Limits of我是一个真正的人“销售培训和限制.pptVIP

“I Am Quite A Genuine Person”: Sales Training and The Limits of Moulding Instrumentality Konstantinos Kakavelakis, Alan Felstead, Alison Fuller, Nick Jewson Lorna Unwin Learning as Work Research Project http://learningaswork.cf.ac.uk WES Conference, September 12-14 2007, University of Aberdeen Rationale for Research Growth of service economy and sales in particular Managerialist literature links scripts to salespeople performance (Leigh and McGraw 1989, Hubbert et al. 1994, Fohlke 2006) Critical research argues for the necessity of scripts to mask the contradiction of instrumental empathy