Title :
"There Is No Saturation Point in Education": Inside IBM´s Sales School, 1970s-1980s
Author :
Cortada, James W.
Author_Institution :
Univ. of Minnesota, Minneapolis, MN, USA
Abstract :
The author was both a student and an instructor in IBM´s training program for newly hired salespeople in the 1970s and 1980s. He describes the training these new hires received, focusing on Sales School, IBM´s longest running training program.
Keywords :
DP industry; IBM computers; history; IBM Sales School; IBM training program; saturation point; Companies; Engineering profession; History; Marketing and sales; Personnel; Training; IBM; IBM Sales School; history of computing; selling fundamentals; signature selling method; structured sales call;
Journal_Title :
Annals of the History of Computing, IEEE
DOI :
10.1109/MAHC.2015.1
