Ibm`S Sales Function

Assignment 1

International Sales Management

SOE11139 2015-6 TR1 001

Winter Term 2015

Coursework B2B Assignment - IBM

Student:

Matthias Erdös (Student number 40218472)

Course of studies:

M.Sc. Flexible Managed Programme

Worked out in:

3. Semester

Submitted to:

Dr. Tony Douglas / Dr. Barbara McCrory

Submission date:

October 23, 2015

Word count:

1505

I. Table of Contents

I.

  Table of Contents ........................................................................................................... II

II.

  Table of Illustrations ..................................................................................................... III

III.

 Abbreviations ................................................................................................................ IV

1.

  Introduction ..................................................................................................................... 1

2.

  Company description ....................................................................................................... 1

3.

  Analysis of IBM`s sales function .................................................................................... 3

4.

  Evaluation of IBM`s sales function ................................................................................. 5

5.

  Conclusion and Recommendations ................................................................................. 5

IV.

 Reference List................................................................................................................ XI

V.

  Declaration .................................................................................................................. XII

II Table of Illustrations

III

II. Table of Illustrations

Figure 1: Leading global IT services vendors from 2008 to 2012 by revenue (Statista 2015)...