Making a Sales Advisor: The Limits of Training "Instrumental Empathy"

Autor/inn/en	Kakavelakis, Konstantinos; Felstead, Alan; Fuller, Alison; Jewson, Nick; Unwin, Lorna
Titel	Making a Sales Advisor: The Limits of Training "Instrumental Empathy"
Quelle	In: Journal of Vocational Education and Training, 60 (2008) 3, S.209-221 (13 Seiten)Infoseite zur Zeitschrift PDF als Volltext Verfügbarkeit
Sprache	englisch
Dokumenttyp	gedruckt; online; Zeitschriftenaufsatz
ISSN	1363-6820
Schlagwörter	Participant Observation; Salesmanship; Empathy; Conflict of Interest; Vocational Education; Trainees; Physical Fitness; Business + Suchen Sie Ihr Suchwort? Teilnehmende Beobachtung; Empathie; Interessenkonflikt; Ausbildung; Berufsbildung; Auszubildender; Weibliche Auszubildende; Leistungsfähigkeit; Business studies; Wirtschaft; Betriebswirtschaft
Abstract	The use of participant observation is relatively rare in qualitative studies of vocational education and training. However, such an approach provides a detailed picture of training content and how what is taught contributes to or impedes learning. Based on participant observation, this paper examines the training of sales advisors in a large chain of private fitness clubs. It shows that although the training course taught trainees how to control and enchant customers, once back on "home" territory trainees approached customers with far less instrumental empathy than they had been taught. This contrast is explained by reference to the past dispositions of sales workers and the local conditions in which the selling process takes place. (Contains 2 tables.) (As Provided).
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Erfasst von	ERIC (Education Resources Information Center), Washington, DC
Update	2017/4/10