Selling and Sales Management, 12th edition

Published by Pearson (August 27, 2024) © 2024

  • Geoffrey Lancaster University of North London and Durham Associated Ltd
  • Kenneth Le Meunier-Fitzhugh University of East Anglia
  • David Jobber University of Bradford
eTextbook in Pearson+
$67.99

In this eTextbook — More ways to learn

  • More support. Get AI help with personalised summaries, instant explanations, and quick translations.
  • More flexible. Start learning right away, on any device.
  • More interactive. Learn through audio, video, and practice.
  • More memorable. Study better with notes, highlights, and flashcards.
Products list
$67.99
Instant access

In this eTextbook — More ways to learn

  • More support. Get AI help with personalised summaries, instant explanations, and quick translations.
  • More flexible. Start learning right away, on any device.
  • More interactive. Learn through audio, video, and practice.
  • More memorable. Study better with notes, highlights, and flashcards.

Title overview

Learn about sales management theories and practical implications with the Pearson eTextbook.

Selling and Sales Management, 12th Edition, by Jobber, Lancaster and Le Meunier-FitzHugh provides an integrated approach to managing sales and customer relations in a complex, volatile and global marketplace.

A text blending academic and practitioner material, this all-in-one eTextbook offers leading textbook content and a range of digital tools, with integrated resources designed to support your learning.

With eTextbooks, you can:

  • Customise how you study and add your own notes, bookmarks, and highlights directly in your eTextbook
  • Organise your studying and time and read online or offline, anytime, anywhere
  • Optimise your study with learning content you can access via your computer, mobile, and Android apps
  • Study for your course using an environmentally and accessible friendly learning resource.

Find out more about the benefits of Pearson eTextbooks.

Table of contents

  1. 1 The role of selling
  2. 2 The marketing concept
  3. 3 Sales and marketing planning
  4. 4 Consumer and organisational buyer behaviour
  5. 5 Sales contexts
  6. 6 International selling
  7. 7 Sales responsibilities and preparation
  8. 8 Personal selling skills
  9. 9 Relationship selling
  10. 10 Key account management
  11. 11 Selling through technology
  12. 12 Sales management and CRM systems
  13. 13 Structuring the sales force and rewards
  14. 14 Recruitment and selection
  15. 15 Motivation and training
  16. 16 Sales forecasting and budgeting17 Sales force evaluation

Need help?Get in touch