"The IBM Way-Insights into World's Most Successful Marketing Org.", Buck Rodgers

Description

Retail Value: $ 168.95
This is a
"The IBM Way - Insights into The World's Most Successful Marketing Organization", Buck Rodgers, 9 cassettes,
(this is missing cassette #2 - should be a set of 10 tapes) is in perfect condition, and comes with our complete 100% satisfaction warranty.
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Specs & Features:
We usually ship same day in spite of the "handling time" stated
"The IBM Way - Insights into The World's Most Successful Marketing Organization."
by Buck Rodgers
Retired IBM marketing director Rodgers is almost evangelical in extolling the computer firm's employee-incentive, quality-minded, customer-oriented policies. These, he maintains, have brought IBM billions in worldwide sales and helped the corporation weather technological revolutions and competition. With a company policy of full employment, in-depth training and promotion from within, and backed up by a service and supply network that wins Rodgers's praise, IBM sales reps provide customers with a virtually permanent after-installation "partnership," which includes application, maintenance and new uses for IBM equipment. This is a wide-ranging, if excessively boosterish, inside look at a major player in the saga of American enterprise
9 cassettes -
(this is missing cassette #2 - should be a set of 10 tapes)
Content Index:
Tape 1: "A Business and It's Beliefs"
"The First Commitment - The Individual Must Be Respected"
"The Second Commitment - the Best Customer Service in the World"
"The Third Commitment - The Constant Pursuit of Excellence"
"The Only Sacred Cow - An Organization's Principles"
Tape 2: missing
Tape 3: "Creating a Totally Sales-Oriented Environment
"Everybody Sells"
"The Glue that Binds - Understanding the Customer"
"Executive Involvement - Sales Support"
"The Company Heroes - The Marketing Representative"
"Creating More Selling Time - Working Smarter"
Tape 4: "Building a Superior Marketing Organization
"The Talent Search"
"Who Make the Best Teachers? - The Top Sales People"
"The Disciplined Sales Rep"
"First Impressions - Looking Good"
"Stay-in-Touch Management"
"Communicating With The Sales Force"
"There is No Saturation Point in Education"
Tape 5: "Future-Oriented Marketing"
"Changing Values"
"A New Opportunity - A New Product"
"Shifting Gears - Upgrading Your Product Line"
"New Channels Of Distribution"
"Occurrence Management - Identifying Potential Problems"
Tape 6: "Solution-Minded Selling"
"Role-Playing the Customer - Doing Your Homework"
"Specialization - The Only Way"
"A Constant Search - To Solve Customer Problems"
"Value Added Selling - After the Sale Is Made"
Tape 7: "Being Responsive to The Customer"
"Being Big - Acting Small"
"Little Things - Common Courtesy"
"The Occasional Sacrifice - When to Give the Extra Effort"
"True Partnership - The Best Customer Relationship"
Tape 8: "Service, Service, Service...and More Service"
"Building Service Into The Product"
"The Difference Makers - The Service Rep"
"Calendar Integrity - The Best Reputation"
"The Closer the Better - To the Customer"
"The Image Builders - Service, Service, Service"
Tape 9: "Measuring and Compensation"
"Money in the Bank - Compensation"
"Breaking the Bank - Extra Commission"
"The Payoff - Total Employee Involvement"
"Awards You Can't Put in the Bank - Bolstering Self-Esteem"
Tape 10: "The Entrepreneurial Spirit"
"Greatness is Enduring - Making the Total Commitment"
"The Corporate Rep - Entrepreneurship at It's Best"
"The Corporate Beauty Contest - Uncovering The Talent"
"Turning 'Em Loose - Develop and Nurture the Entrepreneurs"
"Knowing How Far to Let Out the Reins - The Calculated Risks"
Tape 11: "Some Final Thoughts"
Excerpts from IBM's "Business Conduct Guidelines"
Ship weight 5 lbs
Customer: "THE IBM WAY by Buck Rodgers, VP marketing of IBM. This is a must for all professionals, who want to enter into the field of marketing, human relations or other processes, as managers in future. It tells us the inside story about the building blocks which laid the firm foundation of the Big Blue, which is IBM, today, the world's one of the largest company. Buck Rodgers has poured all his experience with IBM into this. It describes the IBM's journey over so many years starting from the scratch and reaching at the top. Buck has quoted various incidences from his life in IBM, which educate a reader about the basic human relations principles. For marketing persons, it proves as a guide on crisis management."
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