The definitive text that connects sales theory to the practical implications of selling in
today's world 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 and practical exercises the new edition covers leading research into the use of
technology to enhance the selling process as well as the recent thinking in customer
relationship management and the interactions between sales and marketing functions. The text is
well grounded for undergraduate and postgraduate students in business management or marketing
degrees as well those studying MBA or sales professionals in the field. The new edition
offers: Expanded coverage of the management of sales channels Updated content on the role of
social media and artificial intelligence in selling A fully revised chapter on sales management
Increased coverage of strategic selling and partnering Discussion on the interactions between
sales and marketing functions Extended discussion on customer management New and updated
practical illustrations examples and cases About the authors: 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 IMD (Switzerland)
Warwick University 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 HSBC.
