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To: FaultLine who wrote (23940)	4/30/2000 8:39:00 PM
From: Eric L	Respond to of 54805

kcarlock, << back when IBM sabotaged NCR by engaging in a "dirty tricks" FUD campaign of hints about a new IBM system which, in reality, hadn't even been started >> To the best of my knowledge, IBM never got busted for their use of FUD ( a technique attributed to them). NCR did get busted (BIG TIME) and were subject to a consent decree as a result, which essentially made it ILLEAGAL and subjected the corporation and individuals (down to the field seller) to severe penalty for employing the tactics they had deployed in the seventies. While all this was going on, I was engaged, successfully I might add, in competing against both corporations, while bringing a discontinuous innovation to market. It was enlightening. NCR by the way (or should I more properly say, The National Cash Register Co), is generally credited with fostering the term "professional selling" and creating the formal discipline of sales training. Credit is due to John H. Patterson, the founder of The National Cash Register Co., to John M. Wilson who in 1953 (while he was VP Sales at The National Cash Register Co.) published a classic book titled "Open the Mind and Close the Sale: the Key to Success in Selling", and to Robert A. Whitney, who was president of The National Cash Register Co. at the time John M. Wilson published his book. Something went wrong with NCR's tactics in the 70's. Perhaps they were too much on the defensive by that time. Perhaps the young chargers hired by Patterson, Whitney, and Wilson, got carried away. Maybe the departure of Patterson, Whitney, and Wilson left an unfillable void, and maybe NCR was just not able to transition from the electromechanical era to the microprocessor era. - Eric -