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Selling and Sales Management 10th edn Paperback – 26 March 2015

by David Jobber (Author), Geoffrey Lancaster (Author)
4.4 4.4 out of 5 stars 15 ratings
Edition: 10th
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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.

This edition 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.

Previous page
  1. ISBN-10
    9781292078007
  2. ISBN-13
    978-1292078007
  3. Edition
    10th
  4. Publisher
    Pearson
  5. Publication date
    26 March 2015
  6. Language
    English
  7. Dimensions
    18.8 x 2.29 x 24.38 cm
  8. Print length
    544 pages
  9. See all details
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Product description

From the Back Cover

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 channels.
  • Increased number of examination questions at the end of each chapter.

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 Dean of Academic Studies at the London School of Commerce and 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 marketing.

Product details

  • ASIN ‏ : ‎ 1292078006
  • Publisher ‏ : ‎ Pearson; 10th edition (26 March 2015)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 544 pages
  • ISBN-10 ‏ : ‎ 9781292078007
  • ISBN-13 ‏ : ‎ 978-1292078007
  • Dimensions ‏ : ‎ 18.8 x 2.29 x 24.38 cm
  • Customer Reviews:
    4.4 4.4 out of 5 stars 15 ratings

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Carolyn S
5.0 out of 5 stars Five Stars
Reviewed in the United States on 19 October 2017
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Great condition with no marks or writing. Listed as described!
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5.0 out of 5 stars Ok
Reviewed in the United Kingdom on 28 March 2019
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Yana G
5.0 out of 5 stars Everything is perfect: )
Reviewed in the United Kingdom on 5 October 2017
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Thanks a lot! Everything is perfect :)
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Gregory Fauchart
1.0 out of 5 stars very poorly executed ebook with very very bad reading ratios
Reviewed in the United Kingdom on 19 February 2017
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I bought this expensive ebook for my Kindle Fire. very poorly executed ebook with very very bad reading ratios. the book seems to have been scanned and imported as an electronic document without ANY consideration to fit the format and screen ratio of the Kindle. it makes it very tiring to read...
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