Portsmouth Business School

Profile

Beth Rogers  BA(Hons), MBA, FCIM, FInstSMM, FRSA, FHEA

Beth Rogers is Principal Lecturer in Sales Management. Portsmouth is the only UK business school recognised by the University Sales Education Foundation.  She has had a leading role in the MA Sales Management programme, the undergraduate sales option and in-company sales programmes for many years; she also contributes to the MBA and MA Marketing.  She is a member of the Academic Senate of the Chartered Institute of Marketing and was made an Honorary Fellow of the Sales Performance Association in 2011.

Before taking on an academic role, Beth's career in the information technology and professional services sectors encompassed business development and project management.  Her achievements included product and programme launches, designing solution frameworks for key accounts, a re-branding, and designing and running skills development for key account managers.  Her work often involved managing across international boundaries.  She has taken an active role in the development of the sales profession; notably she was the elected chair of the UK National Sales Board from 2005-2009, which launched National Occupational Standards for selling, account management, sales management and sales support roles.

Beth's early research focused on key account management, but she has also examined the implementation of customer relationship management systems, sales education and sales and marketing integration.  Most recently, she has been examining how sales managers use third parties such as contract sales organisations to optimise sales performance in difficult economic conditions (sales outsourcing).  She is interested in internationalising sales research and she is an advisor to the committee of the Global Sales Science Institute.

Besides original research, Beth contributes to best practice in her professional community through projects such as applied research for a large service provider in the pharmaceutical sector, in-company workshops for senior sales managers and implementation support for key account management in a specialist services company.  She writes for professional magaziners such as "Winning Edge" and the sales performance supplement of "The Times".

Publications