IBM-International Business Machines Corporation:
IBM (International Business Machines Corporation), (NYSE: IBM) 1911 Founded in the United States. IBM is the world's largest information technology and business solutions company, is a company with nearly 400,000 employees, $ 100 billion of assets of large enterprises, the 2008 annual sales of over $ 100 billion, net profit of 120 billion dollars. It is the world's best business, management, one of the most successful companies.
In the past ninety years, the world economy growing, ever-changing modern science, IBM has always been to advance technology, excellent management and unique products led the development of global information industry, to ensure that the world almost all industrial users of information handle the full range of needs. As we all know, back in 1969, the Apollo spacecraft carrying three astronauts, the mission of the human shoulder, first landed on the moon; the space shuttle Columbia in 1981 and successfully fly to space. These two historic space flight are embodied in IBM unparalleled wisdom.
The fastest growing in the computer, operating the most active industry, and its sales ranks first in the world, over the years, "happiness" magazine out of the top 500 companies in the United States has topped the list. IBM's pursuit of excellence, especially in personnel training, creating successful sales people in the experience. Specifically, IBM has never let an untrained person or without comprehensive training to front line sales. What salespeople say, what to do and how to say and do, have the credit of the company's image and a great impact. If ill-prepared to rush into battle, make a lot of potential sales personnel died. So the company sufficient funds for training, planning rigorous, reasonable structure, one end of the training, participants can have the necessary skills, confidence to deal with users, training almost always lead to failure to replace sales staff frequently, The cost of far more than the required high cost of the training process.
Frequent replacement of such personnel will make the company's reputation suffered losses, but also will rely on the sales staff to provide services and advice of users compromised. In recent years, the company replaced the first line of sales less than 3%. So from the perspective of the company, recruitment and training is successful.
IBM's sales staff and system engineers to accept a period of 12 months of initial training, mainly on-site training and classroom teaching a combination of teaching methods. 75% of the time is spent around the office; 20% of the time in the company's education centers. Branch is responsible for training middle-level cadres, students will examine the company's syllabus. This outline includes students from the company in literacy, values, beliefs, principles to the basic knowledge of the entire production process and other aspects of the content. Students who use a certain time and marketing personnel with access to the user, obtained from the actual work experience.
In addition, new students often make the meeting in the office, in experienced marketing representatives before the first results of their exercise, and sometimes, some critics can be very sharp, but the participants have the enhanced confidence, and win the respect of colleagues.
The company never failed to send a representative meet with the user, it will not fail to send a representative to receive training, it is incompatible with good business concepts.
The first phase of sales training courses, including many of IBM's business policy content, such as sales policy, marketing, computer concepts and practices, and IBM's product introduction, the second course is mainly to learn how to sell. In the classroom, students learned about the company's logistics system and how the application of this system. They study the competition and the development of general business skills. Participants in becoming a qualified sales representative or systems engineer in the process, always adhere to the theory with practical learning. Participants to the office can see them in the classroom to the real part of the knowledge.
IBM's marketing, training is an essential part of the simulated sales role. The first year in the company of all training courses, not a day does not address this issue, and always stressed the need to ensure the objectivity of the exercise or introduced, including why to go to somewhere to sell and seeking to achieve.
