Leaders in Sales and Sales Management

Hutt, Michael D.
November 1983
Journal of Personal Selling & Sales Management;Nov83, Vol. 3 Issue 2, p60
Academic Journal
The article focuses on the life and work of F.G. Rodgers, who has been a significant force in IBM's marketing organization. He began his career with IBM in 1950 after receiving a B.S. degree from Miami University, Oxford, Ohio. Tracing the career of Rodgers from salesperson to IBM vice president of marketing provides interesting insights into the evolution and rapid growth of the computer industry. He emphasizes on consumer satisfaction and customer service, providing solutions rather than selling equipment, and maintaining a close working relationship with customers after-the-sale. Rodgers has a strong commitment to convey the virtues of the free enterprise system, the importance of increasing business productivity, and the pivotal role of marketing in the United States economy. Consistent with this goal, he addresses, numerous business, civic, and academic groups annually. His activities and contributions extend to other areas. He is a member of the Business Advisory Councils at three universities. He continues to make outstanding contributions to the practice of marketing.


Related Articles

  • AN INTERVIEW WITH BUCK RODGERS: SELLING SOLUTIONS AT IBM. Gschwandtner, Gerhard // Management Review;Jul87, Vol. 76 Issue 7, p48 

    Interviews marketing executive F.G. Rodgers about his career at IBM in the U.S. Rodgers' commitment and integrity with the company; IBM philosophy of business; Rodgers' principles of persuasion; Forms of incentives at IBM.

  • IBM refreshes Pentium PCs. DiCarlo, Lisa; Zimmerman, Michael R. // PC Week;4/24/95, Vol. 12 Issue 16, p14 

    Reports on IBM Personal Computer Co.'s plan to ship Pentium-based desktop PCs on May 16, 1995. Company's credibility with its customers; Features.

  • IBM reaches for niche for PowerPC PCs. Scannell, Ed // InfoWorld;4/3/95, Vol. 17 Issue 14, p6 

    Reports on IBM Corp.'s targeting of the small segment of the corporate market for its PCs due to the delay in the introduction of OS/2 for the PowerPC. Forecast of 1995 sales; Operating systems available in June 1995.

  • Amiable, analytical, driving, or expressive? Base marketing style on prospect's behavior. Snader, Jack R. // Marketing News;3/16/1984, Vol. 18 Issue 6, Special section p3 

    The article stresses the importance for sales representatives to evaluate the personal priorities and behavior patterns of possible customers to be able to respond to their unique demands and needs and thus establish a more persuasive line of communication. Sales representatives must be...

  • SHOPPERS LOVE STORES WHO LOVE THEM. Corcoran, Cate T. // WWD: Women's Wear Daily;1/17/2008, Vol. 195 Issue 13, p17 

    This article deals with an IBM survey which found that shoppers are most loyal to retailers with unusual offerings such as child care and online author chats. The most-loved retailers are also highly profitable. It found that only 21 percent of all consumers are advocates for a particular...

  • SmartSuite speaks volumes.  // Windows Watcher;10/16/97, Vol. 7 Issue 10, p22 

    Reports the promotion of International Business Machines' (IBM) Lotus division for SmartSuite 1997 buyers. Benefits given to customers; Estimated retail price for SmartSuite.

  • 20 Customer-Care Actions You Can Take to Build Sales. Graham, John R. // Business Journal (Central New York);5/21/2010, Vol. 24 Issue 21, p16 

    The author provides marketing techniques for companies to enhance their customer satisfaction and build sales. He cites the challenges of managers and sales people in dealing with customers particularly during tough economic situations which prompted them to develop shortcuts and templates to...

  • Service Journey Connect with all your clients. Hoekstra, Susan J. // Sales & Service Excellence Essentials;Jan2010, Vol. 10 Issue 1, p12 

    The article offers service principles to keep in mind when vying for a promotion, job, commission or raise. It suggests taking the purpose to a higher level and understanding the ultimate purpose of the job. It indicates that salespeople must standardize the sales experience and differentiate...

  • How to Make Salespeople More Effective. Graham, John // BusinessWest;5/23/2011, p59 

    The article discusses suggestions on what salespeople in the U.S. must change to become more effective. It states that avoid pairing new salespeople with more experienced salespeople, the proper mission of salespeople is to solve a problem for a customer, and depending on their mouth as a tool...


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics