Word: salesmen
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Customers of IBM often speak with that same kind of devotion. Some have been known to refuse to see salesmen from rival firms. Says James Marston, vice president for data processing with American Airlines: "You can take any specific piece of hardware or software and perhaps do better than IBM, but across the board IBM offers an unbeatable system." IBM buyers range from Government agencies like the National Aeronautics and Space Administration, which directs space-shuttle missions with Big Blue equipment, to firms as diverse as Bank of America and Coca-Cola...
...salesmen can now drink at lunch, but if they do they are warned not to make further business calls that day. Male IBMers, who make up 80% of the 8,500-member U.S. sales force, must wear suits and ties when meeting prospective customers, although their shirts no longer must be white. Still, a neat and conservative appearance remains the IBM style. "I don't think I've ever seen an IBMer in a pink shirt or an outlandish tie," says Joseph Levy, a vice president for International Data, a Massachusetts-based computer market-research firm. The THINK...
...those accounts ($38 billion) than Bank of America, the largest U.S. bank, has in domestic passbook and checking accounts. Since 1977, when Merrill Lynch devised its Cash Management Account (annual fee: $50), which lumps together all of an investor's holdings, the firm's 9,000 salesmen have signed up 900,000 customers...
...levee and having a shotgun put to their heads. One New Orleans detective, a black who had been given immunity from prosecution, corroborated some elements of the government's case. More than 20 other police officers, however, denounced the testimony of the accusers. "There are high-pressure salesmen and there are low-pressure salesmen," said Detective Dale Bonura, a 14-year police veteran. "We're not high-pressure salesmen. We like to kill them with kindness...
Carey directly attributes recent increases in Black applicants from the Washington, D.C. and Chicago areas to these undergraduate salesmen. The advantage of student recruiters, she says, is that as peers, they are more credible to the prospective applicant, and at the same time able to screen out "those students who don't have a shot...