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

James W. Cortada

doi:10.1109/MAHC.2015.1

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

James W. Cortada

Research output: Contribution to journal › Review article › peer-review

2 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 language	English (US)
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	https://doi.org/10.1109/MAHC.2015.1
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

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

Abstract

Bibliographical note

Keywords

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