List of figures List of tables About the authors Preface Acknowledgements Part One Sales perspective 1 The role of selling 2 The marketing concept 3 Sales and marketing planning Part Two Sales environment 4 Consumer and organisational buyer behaviour 5 Sales contexts and customer management 6 International selling Part Three Sales practice 7 Sales responsibilities and preparation 8 Personal selling skills 9 Key account management 10 Relationship selling 11 Multi-channel selling Part Four Sales management 12 Sales management and technology 13 Recruitment and selection 14 Motivation and training 15 Structuring the sales force and rewards 16 Sales forecasting and budgeting 17 Sales force evaluation Appendix: Case studies and discussion questions Index

Over the past quarter of a century, Selling and Sales Management has proved itself to be the definitive text in this exciting and fast-paced subject area.   This new edition comes fully updated with new case studies, using working businesses to connect sales theory to the practical implications of selling in a modern environment. It also contains the results from cutting-edge research that differentiates it from most of its competitors. The book continues to place emphasis on global aspects of selling and sales management. Topics covered include technological applications of selling and sales management, ethics of selling and sales management, systems selling and a comprehensive coverage of key account management.   New to this edition New case studies and practical exercises. Fully updated coverage of strategic selling and partnering. Expanded coverage of ethical issues. Enhanced discussion of the role of social media in selling. Expanded coverage of the management of sales. About the authors   David Jobber is Emeritus Professor of Marketing at Bradford University and has served on the editorial boards of numerous marketing and sales management journals. He also served as Special Advisor to the Research Assessment Exercise panel that rated research output from business and management schools throughout the UK. David has also received the Academy of Marketing Life Achievement award for extraordinary and distinguished services to marketing.   Geoff Lancaster is Professor and Academic Director of the London School of Commerce. He was formerly Chairman of Durham Associates Group Ltd, which he guided to obtaining the Queen’s Award for Exporting. He was formerly Senior Examiner to the Chartered Institute of Marketing and Chief Examiner to the Institute of Sales and Marketing Management. His Professorship is a lifetime award for research and publishing in the area of marketing.   Kenneth Le Meunier-FitzHugh is Senior Lecturer in Marketing at the University of East Anglia. Ken has a range of publications in the area of sales including the Journal of Personal Selling and Sales Management, and Industrial Marketing Management. Ken has held senior sales roles in the past for a number of organisations, including EMI and Yamaha.  

New case studies and practical exercises. Fully updated coverage of strategic selling and partnering. Expanded coverage of ethical issues. Enhanced discussion of the role of social media in selling. Expanded coverage of the management of sales.