Rethinking Sales Management

Beth Rogers is regarded as a leading thinker on the topic of salesmanagement, and is also sought out for her ability to provoke thethinking of others. She manages the primary postgraduateprogram for sales managers in Europe. Beth is also ResearchDirector of the Institute of Sales and Marketing Management, and aFellow of the Royal Society. She was elected Chair of the UKGovernment's National Sales Board in 2005, and wasinstrumental in the launch of National Occupation Standards forSales in the UK. Her practical experience in both sales and marketing in theinformation technology sector has been supplemented by consultancyin a variety of organizations, together with research andteaching. She has worked with major corporations in Europe,the US, SE Asia and Australia, and with small businesses in theSouth and South-east of England, both in manufacturing andservices. Beth is a popular author and speaker on sales management. Herprevious books include co-authorship with Professor MalcolmMcDonald of "Key account management - learning fromsupplier and customer perspectives". She has writtenmany articles on sales and marketing related topics over the pasteighteen years, and is a regular contributor to "WinningEdge". She has also provided comment for the DailyTelegraph and Sunday Times. Beth works with employers, her alumni, professional institutionsand fellow experts to raise the profile of the salesprofession.