| Tekijä: | McWilliams, G. |
| Otsikko: | Selling IBM on solutions selling. *IBM |
| Lehti: | Datamation
1988 : JAN 1, VOL. 34:1, p. 57-59 |
| Asiasana: | COMPUTER SYSTEMS SELLING |
| Kieli: | eng |
| Tiivistelmä: | Several users' and software developers' opinion on IBM's new willingness to talk about its product and strategy directions (Systems Application Architecture, software plans, systems integration projects etc.). Some critical observations are reviewed too. IBM's sales force is undergoing a transition from selling hardware-based products to offering software-built solutions. Besides retraining sales personnel to pitch its wares on an industry-by-industry basis, IBM is teaching its representatives in the ways of systems consulting. The company also is trying to enlist third-party software developers in the applications branch. |
SCIMA