Portsmouth Business School
Sales expert writes chapter for The Marketing Century
Wed, 02 Mar 2011 09:36:00 GMT
Portsmouth Business School sales management expert Beth Rogers has contributed a chapter to ‘The Marketing Century’ – a book compiled by the Chartered Institute of Marketing to celebrate its centenary year.
Beth’s chapter on Sales and Business Development has been branded excellent in a review of the book by BA Business Life magazine, which states it is worth buying for her chapter alone.
Reviewer Jeremy Kourdi said: “Beth writes fascinatingly on the subject of selling. Putting it into a historical perspective, she points out the low esteem in which sales people and sales managers have been held over much of the last century, their portrayal in popular culture tending generally to be of the Del Boy Trotter kind.”
The book explains how the key elements of marketing have developed since 1911 and describes how marketing in the 21st Century is more rewarding, complex and valuable than ever.
Beth said: “I was delighted to be asked to write a chapter for this book. The Chartered Institute of Marketing goes back to 1911 when it was known as the Sales Managers' Association, so it was a prime opportunity to reflect upon the development of selling in the last century and speculate about the opportunities to come.
“In business-to-business sectors, selling has become an exciting and demanding profession, supported by programmes such as our MA Sales Management and vocational diplomas. The Business Life reviewer picked up on my observation about the persistent problem of pressure selling to individual consumers, and the challenge remains in this century to extend ethical, professional selling to all parts of the economy."
Click here to watch an interview with chapter author Beth Rogers