Beth Rogers

Beth Rogers (born 1957) is Head of the Marketing and Sales academic community at the University of Portsmouth Business School. She pioneered the MA Sales Management programme, undergraduate sales options and in-company sales programmes at University of Portsmouth Business School. Portsmouth is the only UK business school listed by the University Sales Education Foundation.^[1] She is also a member of the Learning Advisory Group of the Chartered Institute of Marketing.

Her early career included business development roles in the IT industry, and consultancy. She was a Visiting Fellow at Cranfield School of Management in the 1990s and co-authored research papers and books with Professor Malcolm McDonald on the subject of key account management.^[2]

She is one of very few sales management specialists in the UK. Her recent research has focused on the outsourcing of sales activities^[3] (sales outsourcing), but she is also known for publishing on a variety of topics with practitioners (see examples in publication list).

Honours and positions

• Member of the Learning Advisory Group of the Chartered Institute of Marketing since 2010 ^[4]
• Chair of UK Sales Board (2005-2009)^[5]
• Honorary Fellow of the Sales Performance Association (since 2011)
• Co-chair Global Sales Science Institute conference 2014

Publications

• Rogers B (2011). "Business development" in "The marketing century" (Eds: Kouri J) the Centenary Handbook of the Chartered Institute of Marketing, John Wiley and Son, Chichester

• Rogers B (2007). “Rethinking sales management: a strategic guide for practitioners”, John Wiley and Son, Chichester

• McDonald M, Woodburn D and Rogers B (2000). “Key customers: How to manage them profitably”, Elsevier, Oxford

• Rogers B (2009) “An exploratory study of the make-or-buy decision in pharmaceutical sales”, Journal of Medical Marketing, Vol. 9, No 1.

• “The importance of retail atmospherics in B2B retailing: the case of BOC”, International Journal of Retail and Distribution, Vol 36, No 11/12 (2008), with Jeremy Noad

• “Integrating the value of salespeople and systems: adapting the benefits dependency network”, Journal of Database Marketing and Customer Strategy Management, Vol 15, No 4, (2009), with Professor Merlin Stone and Bryan Foss

References

1. ↑ http://saleseducationfoundation.org/html/univ-list.html
2. ↑ McDonald M, Woodburn D and Rogers B (2000). “Key customers: How to manage them profitably”, Elsevier, Oxford
3. ↑ Rogers B (2011). "Business development" in "The marketing century" (Eds: Kouri J) the Centenary Handbook of the Chartered Institute of Marketing, John Wiley and Son, Chichester
4. ↑ http://www.port.ac.uk/departments/faculties/portsmouthbusinessschool/latestnews/newsarchive/title,115330,en.html
5. ↑ http://web.archive.org/web/20080313071952/http://www.marketingchannel.co.uk/news.php?n=15

External links

• UP Date News from the University of Portsmouth
• www.bestthinking.com - Beth Rogers, Thinker in Business / Marketing / Customer Relationships
• Portsmouth Business School
• The Chartered Institute of Marketing
• Cranfield School of Management
• Royal Society for the encouragement of Arts, Manufactures and Commerce (FRSA)