Dr Beth Rogers
I am a Principal Lecturer in Sales Management. 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 business development and project management. 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.
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). I am interested in internationalising sales research and I am an advisor to the committee of the Global Sales Science Institute.
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. I write for professional magaziners such as "Winning Edge" and the sales performance supplement of "The Times".