Marketing and Sales
Dr Beth Rogers
- Qualifications: MBA PFHEA FCIM FInstSMM BA (Hons)
- Role Title: Visiting Fellow
- Address: Richmond Building Portland Street Portsmouth PO1 3DE
- Telephone: 023 9284 4017
- Email: firstname.lastname@example.org
- Department: Marketing and Sales
- Faculty: Portsmouth Business School
My teaching, research and knowledge exchange specialisms are professional selling, sales management and strategic account management. I have been developing sales education programmes at PBS since 2004. Portsmouth is the only UK business school recognised by the University Sales Education Foundation.
Before taking on an academic role, my career in the information technology and professional services sectors encompassed all aspects of business development. My 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. My work often involved managing across international boundaries. I have taken an active role in the development of the sales profession; notably I 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. I have written a variety of articles for magazines and contributed to three Times supplements on sales performance.
I have had a leading role in the MA Sales Management programme, the undergraduate sales options and in-company sales programmes; I also contribute to the MBA and MA Marketing. I am a visiting speaker on the University of Eastern Finland’s MA International Business and Sales.
My early research focused on key account management, but I have also examined the implementation of customer relationship management systems, sales education and sales and marketing integration. Most recently, I have been examining how sales managers use third parties such as contract sales organisations to optimise sales performance in difficult economic conditions (sales outsourcing). Besides original research, I contribute to best practice in my 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.