Request full copy

Selling and Sales Management, 12th edition

Published by Pearson (November 13, 2024) © 2025

  • David Jobber University of Bradford
  • Geoffrey Lancaster University of North London and Durham Associated Ltd
  • Kenneth Le Meunier-Fitzhugh University of East Anglia

eTextbook

from£28.99

  • Create notes, highlights and flashcards
  • Intuitive search, video, quizzes and interactive features
  • Translate text on-screen into over 100 languages
  • Audiobook for on-the-go learning
  • AI-powered support*
  • 3 months free access to language learning support with Mondly

*Available for some titles

£69.99

  • Hardcover, paperback or looseleaf edition
  • Affordable rental option for select titles

Suitable for undergraduate and postgraduate business management or marketing students

Guide your students through sales theory to the practical implications of selling with the support of the ideal text

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

Fully updated with the latest case studies, practical exercises and examples, the new edition covers leading research into the use of technology, social media and artificial intelligence to enhance the selling process.

Hallmark features of this title

Support your students' learning of the concepts of sales management and its practical implications in today's world

  • It provides a practical guide to elements of sales practice and sales management
  • There is an in-depth discussion of how social media has changed sales/customer interactions
  • It recognises the importance of the marketing concept to sales and covers new developments in sales and marketing functions
  • The text addresses the role of key account management in today's organisations and the impact of new technology on sales practice
  • It is supported by both academic articles and practitioner sources. Each chapter has a case study and exam questions at the end to help the readers to apply their knowledge.

New and updated features of this title

  • Expanded coverage of the management of sales channels
  • A fully revised chapter on sales management
  • Updated content on the role of technology, social media and artificial intelligence in sales practice and building customer relationships
  • Increased coverage of strategic selling and partnering
  • New and updated case studies within chapters as well as at the end of the text that focus on different elements of sales practice
  • Discussion on the interactions between sales and marketing functions
  • Extended discussion on customer management

Features of Pearson eText for the 12th Edition

Extend learning beyond the classroom with Pearson eTextbook – an easy-to-use digital textbook.

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

Optimise study time

  • Find it fast. Enhanced search makes it easy to find a key term or topic to study. Students can also search videos, images, and any notes they've created.
  • Get organised and get results. Students can customise how they study and add their own notes, bookmarks, and highlights directly in their eText.
  • Reinforce and revise learning. Students can use pre-built flashcards to support recall and exam preparation.

Meet students where they are

  • Study on or offline. With the mobile app, you and your students can access your eText anytime, anywhere.
  • Listen anywhere. Learners can listen to the audio version of their eText for most titles, making learning even more flexible.
  • Watch and learn. Videos and animations within the eText bring tricky concepts to life (available in selected titles).

Find out more about Pearson eTextbooks.

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

  1. Consumer and organisational buyer behaviour
  2. Sales contexts
  3. International selling

Part Three: Sales practice

  1. Sales responsibilities and preparation
  2. Personal selling skills
  3. Relationship selling
  4. Key account management
  5. Selling through technology

Part Four: Sales management

  1. Sales management and CRM systems
  2. Structuring the sales force and rewards
  3. Recruitment and selection
  4. Motivation and training
  5. Sales forecasting and budgeting
  6. Sales force evaluation

Appendix: Case studies and discussion questions

Index

David Jobber is Emeritus Professor of Marketing at University of Bradford and has served on the editorial boards of numerous marketing and sales management journals. He was appointed as Special Advisor to the Research Assessment Exercise panel and has also received the Academy of Marketing Life Achievement award for distinguished services to marketing.

Geoff Lancaster is Dean of Academic Studies at the London School of Commerce. He was formerly Senior Examiner and Academic Adviser to the Chartered Institute of Marketing and Chief Examiner to the Institute of Sales and Marketing Management.

 

Kenneth Le Meunier-FitzHugh is a Visiting Fellow at Warwick University, IMD (Switzerland) and EIPM. He has taught at several universities in the UK including the LSE, St Andrews, Cranfield and UEA. He has also held senior sales and marketing roles in the past for several organisations, including Yamaha and EMI Music.

Need help? Get in touch

Pearson eText

Extend learning beyond the classroom. Pearson eText is an easy-to-use digital textbook. It lets students customise how they study and learn with enhanced search and the ability to create flashcards, highlight and add notes all in one place. The mobile app lets students learn wherever life takes them, offline or online.

Video
Play
Privacy and cookies
By watching, you agree Pearson can share your viewership data for marketing and analytics for one year, revocable upon changing cookie preferences. Disabling cookies may affect video functionality. More info...

Video transcript (PDF | 16KB) 

Pearson eTextbook: What’s on the inside just might surprise you

They say you can’t judge a book by its cover. It’s the same with your students. Meet each one right where they are with an engaging, interactive, personalized learning experience that goes beyond the textbook to fit any schedule, any budget, and any lifestyle.Â