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.
Original language | English (US) |
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Article number | 7057610 |
Pages (from-to) | 56-66 |
Number of pages | 11 |
Journal | IEEE Annals of the History of Computing |
Volume | 37 |
Issue number | 1 |
DOIs | |
State | Published - Jan 1 2015 |
Externally published | Yes |
Bibliographical note
Publisher Copyright:© 2015 IEEE.
Keywords
- IBM
- IBM Sales School
- history of computing
- selling fundamentals
- signature selling method
- structured sales call