TITLE

Leaders in Sales and Sales Management

AUTHOR(S)
Hutt, Michael D.
PUB. DATE
November 1983
SOURCE
Journal of Personal Selling & Sales Management;Nov83, Vol. 3 Issue 2, p60
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
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.
ACCESSION #
6350349

 

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