There is no saturation point in education": Inside IBM's Sales School, 1970s-1980s

James W. Cortada

Research output: Contribution to journalReview articlepeer-review

1 Scopus citations

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 languageEnglish (US)
Article number7057610
Pages (from-to)56-66
Number of pages11
JournalIEEE Annals of the History of Computing
Volume37
Issue number1
DOIs
StatePublished - Jan 1 2015

Keywords

  • IBM
  • IBM Sales School
  • history of computing
  • selling fundamentals
  • signature selling method
  • structured sales call

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