The IBM Way

How does IBM do it? That's what even the most successful companies want to know. Now Buck Rodgers, the man who has personified "the IBM way," describes for the first time the reasons behind its extraordinary achievements. He has not written a company history, or an exposé, or a book on management theory. He has written a book about everything that makes IBM IBM, as only an insider could. One thing that Buck Rodgers wants you to know is that he's a marketer and not a salesperson. He explained clearly the difference: The marketer decides what the customer will be buying sometime in the future. When the future arrives, the salespeople make sure the customer buys it. The only thing about this book is that it was written at a time when Globalization had not taken much heat and extensive competition did not exist. Hence issues like these are not discussed in this book. But still, the book has a lot to teach.