Sales of IBM Think Pad notebook computers have increased by more than 90 per cent in Hong Kong in the last two years. But the impressive sales performance is the result of more than just a good product and competitive pricing - or even the company's name recognition factor. 'In addition to great products, great after- sales support, great resources in terms of people and excellent relationships with our business partners, we have a committed team to make it happen,' award winner James Wong, sales specialist, IBM China/Hong Kong, said. 'I don't think the award belongs to me alone. It's a recognition of the entire team's hard work and team spirit. Our team has a high morale index, making a great achievement in the PC industry.' Flexibility and responsiveness contributed to the company's success. 'We react to market changes very fast,' he said. Asked what made a good salesman, fellow award winner Dennis Yue, advisory client specialist, said: 'To be a successful salesperson, you need to be a good team player, both internally and externally. 'For example, we might be able to provide the hardware but the most appropriate software for a given customer might come from another company. So, you would need to be able to work together with other departments within your own company or with other companies to provide a total solution.' According to Mr Wong, a good salesman had to understand a customer's needs. 'After listening to the customer, he needs to determine why the customer should choose IBM. The most important thing is that he will come back to do business with you again,' he said. 'As a technology company, we need to help the customer use technology to make his business grow, improve efficiency and expand markets.'