Beth Rogers

Beth Rogers (born 1957) was Head of the Marketing and Sales academic community at the University of Portsmouth Business School (2012–2017). She pioneered professional selling and sales management curricula for postgraduates, undergraduates and work-based learners at University of Portsmouth Business School. Portsmouth was the first UK business school listed as a "Top Sales School" by the University Sales Education Foundation.[1] Dr Rogers chaired the steering group which launched National Occupational Standards for Sales in the UK (2005–2009) and was also a member of the Learning Advisory Group of the Chartered Institute of Marketing (2010–2016). She continues to contribute to HE and the sales profession as a Visiting Fellow at Cranfield School of Management and Portsmouth Business School, and as an Honorary Fellow of the Association for Professional Sales and Sales Performance Association.

Her early career included business development roles in the IT industry, and consultancy. She was a consultant 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 Academic Senate of the Chartered Institute of Marketing[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. "2018 Top Universities for Professional Sales Education" (PDF). Sales Education Foundation.
  2. Woodburn, D.; Rogers, Beth; McDonald, M. (2000). Key customers: how to manage them profitably. Butterworth-Heinemann. ISBN 9780750646154.
  3. Rogers, Beth (2011). "Sales and business development". The marketing century: how marketing drives business and shapes society: 95–114.
  4. "Beth Rogers". www.som.cranfield.ac.uk. Retrieved 2019-09-23.
  5. "News: marketingchannel.co.uk". 2008-03-13. Archived from the original on 2008-03-13. Retrieved 2019-09-23.
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