• DocumentCode
    1760585
  • 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
  • Volume
    37
  • Issue
    1
  • fYear
    2015
  • fDate
    Jan.-Mar. 2015
  • Firstpage
    56
  • Lastpage
    66
  • 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;
  • fLanguage
    English
  • Journal_Title
    Annals of the History of Computing, IEEE
  • Publisher
    ieee
  • ISSN
    1058-6180
  • Type

    jour

  • DOI
    10.1109/MAHC.2015.1
  • Filename
    7057610
    • Link To Document
    https://search.isc.ac/dl/search/defaultta.aspx?DTC=49&DC=1760585