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Issue No. 01 - Jan.-Mar. (2015 vol. 37)
ISSN: 1058-6180
pp: 56-66
James W. Cortada , University of Minnesota
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.
Marketing and sales, Companies, Training, Personnel, Engineering profession, History,selling fundamentals, history of computing, IBM, IBM Sales School, structured sales call, signature selling method
James W. Cortada, ""There Is No Saturation Point in Education": Inside IBM's Sales School, 1970s-1980s", IEEE Annals of the History of Computing, vol. 37, no. , pp. 56-66, Jan.-Mar. 2015, doi:10.1109/MAHC.2015.1
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