84:Te74,Curious about how marketers tackle challenges like sustainability, climate change, privacy and AI? Or how they harness data and technology to understand their audiences? Now in its 8^th edition, Foundations of Marketing explores these pressing questions, offering up-to-date insights through real-world applications of marketing concepts, case studies, and contemporary examples. The book's value theme continues to provide a strong conceptual framework, helping students understand how marketing creates, communicates, and delivers value in a rapidly changing landscape. This leading textbook reflects recent advancements in marketing research and practice, making it an essential resource for today's marketing students.

Discover:

The impact of generative AI across the field of marketing practice, in areas such as customer service, content marketing and advertising
The growing importance of digital and social media marketing, covered throughout the book
How organisations are leveraging consumer data to make decisions and drive customer retention and conversion levels
Important developments in the field of sustainable marketing
Both a Managerial and Consumer perspective to marketing

Key features:

Marketing Spotlights highlight the marketing innovations of brands such as Lidl, Hoka, Singapore Airlines and Decathlon.
Marketing in Action boxes offer modern examples of real marketing campaigns in the UK, Europe and internationally.
Critical Marketing Perspective boxes encourage students to critically reflect on ethical debates and stimulate student discussion and analysis about socially responsible practices.
End of Chapter Case Studies covering businesses such as Quorn, IKEA, Aveeno Skincare and Victoria's Secret provide students with an in-depth analysis of companies' marketing strategies. Each case study has dedicated questions to encourage critical thinking.

Foundations of Marketing is available through McGraw Hill's Connect learning platform as an interactive, adaptive eBook alongside a wealth of ready-made course content for teaching, learning, practice and assessment. With a variety of tools to help with course management, insight and tracking, Connect helps faculty and institutions improve student outcomes and deliver courses more efficiently. To learn more, visit mheducation.co.uk/connect.

Key Connect features for this edition include:

Application Based Activities that provide students with a real-world experience and provides the opportunity to synthesize information and use critical thinking skills to solve realistic scenarios. Coverage includes digital and social media marketing, marketing ethics and Artificial Intelligence
Marketing Analytics exercises that challenge students to make decisions using metrics commonly seen across marketing professionals
Assignable case studies with associated multiple-choice questions to test understanding and application of topics covered in the case study
New 'iSeeit!' videos with associated questions to aid learning and supplement the content of the book, allowing students to test their understanding of key concepts

John Fahy is Professor of Marketing at the University of Limerick, Ireland

David Jobber is Professor of Marketing at the University of Bradford School of Management, UK

Svend Hollensen is Associate Professor of International Marketing at the University of Southern Denmark (Sønderborg)85:T831,Have you wondered how marketers use data and technology to capture relevant information on their target audience? Or how marketers in today’s world deal with questions around sustainability, climate change and planned product obsolescence? In its 7th edition, Foundations of Marketing aims to answer these pressing questions. This leading textbook is packed with contemporary examples and case studies that highlight the real-world applications of marketing concepts.

Discover:

• The growing importance of social marketing

• How organisations are leveraging consumer data to make decisions and drive customer retention and conversion levels

• The role of brand communities, peer-to-peer marketing and social influencers

• Both a Managerial and Consumer approach to marketing

Key features:

• Marketing Spotlights highlight the marketing innovations of brands such as Zoom, Rent the Runway, John Lewis and Patagonia.

• Marketing in Action boxes offer modern examples of real marketing campaigns in the UK, Denmark, The Netherlands and internationally.

• Critical Marketing Perspective boxes encourage students to critically reflect on ethical debates and stimulate student discussion and analysis about socially responsible practices.

• End of Chapter Case Studies covering Starbucks, Patek Philipe, Spotify and Depop provides students with an in-depth analysis of companies’ marketing strategies. Each case study has dedicated questions to encourage critical thinking.

• Connect® resources such as updated Testbank and Quiz questions, Application Based Activities and assignable Case Studies with associated multiple-choice questions.

John Fahy is Professor of Marketing at the University of Limerick, Ireland

David Jobber is Professor of Marketing at the University of Bradford School of Management, UK86:T737,

Har du funderat över hur marknadsförare använder data och teknik för att samla relevant information om sin målgrupp? Eller hur dagens marknadsförare hanterar frågor kring hållbarhet, klimatförändringar och planerat produktföråldrande? I sin sjunde utgåva syftar "Grundläggande Marknadsföring" till att svara på dessa brännande frågor. Denna ledande lärobok är fylld med samtida exempel och fallstudier som belyser marknadsföringsbegreppens tillämpningar i verkligheten.

Upptäck:

Den växande betydelsen av social marknadsföring.
Hur organisationer använder konsumentdata för att fatta beslut och driva kundbehållning och konverteringsnivåer.
Rollen av varumärkesgemenskaper, marknadsföring peer-to-peer och sociala influerare.
Både en förvaltnings- och konsumentinriktad inställning till marknadsföring.

Huvudfunktioner:

Marknadsföringsbelysningar lyfter fram marknadsföringsinnovationer från varumärken som Zoom, Rent the Runway, John Lewis och Patagonia.
Marknadsföring i praktiken-lådor erbjuder moderna exempel på verkliga marknadsföringskampanjer i Storbritannien, Danmark, Nederländerna och internationellt.
Kritiska marknadsföringsperspektiv-lådor uppmuntrar studenter att kritiskt reflektera över etiska debatter och stimulerar studentdiskussion och analys om socialt ansvarsfulla metoder.
Fallstudier vid kapitlets slut som täcker Starbucks, Patek Philipe, Spotify och Depop ger studenter en djupgående analys av företags marknadsstrategier. Varje fallstudie har dedikerade frågor för att uppmuntra kritiskt tänkande.
Anslut resurser såsom uppdaterad Testbank och Quizfrågor, Applikationsbaserade aktiviteter och tilldelningsbara fallstudier med tillhörande flervalsfrågor.

87:T74c,the ninth edition of mcgraw-hills leading textbook, Principles and Practice of Marketing, provides a contemporary and modern introduction to marketing. Covering the importance of customer value alongside the 4Ps, this authoritative text provides students with a core understanding of the wider context of marketing operations within companies, illustrated with innovative examples of marketing in practice. It has been updated with the latest developments, such as trends towards social and ethical marketing and cutting-edge technological change. Find Out:The crucial role that retail plays in promoting the economic and social health of towns and cities.How Maltesers won the Channel 4 TV competition championing diversity and disability.How companies are using social media influencers to promote their brands.How data analytics and artificial intelligence are refocusing Harley Davidsons marketing strategy.How Manchester City FC is innovating in high-tech marketing and co-creation. Key features:A brand-new chapter on Digital Marketing, and a focus on technology throughout the text.A structure that focuses on the importance of Customer Value.Fully updated to reflect the latest technologies and digital developments.New and updated Marketing in Action boxes and Mini Cases, focusing on European and Global companies including Amazon, Pandora, Zara and IKEA44 new and updated end-of-chapter cases provide insights across a range of businesses including high street fashion stores and supermarkets (Burberry, Nordstrom, Coop Danmark, H&M), Airlines and services (EasyJet, Starbucks) and high-tech operations (Apple, eSports,Toyota), as well as important developments, such as place marketing and social media influencers.Fully updated and streamlined pedagogy, including refocused recommended readings at the end of each chapter, encouraging expanded knowledge.88:T8a2,Foundations of Marketing, Fourth Edition, is a fully revised and updated edition of the highly successful text by John Fahy and David Jobber.

devised to offer comprehensive coverage for a short course in marketing, foundations of marketing retains its concise twelve chapter structure. the book offers a rigorous but accessible introduction, covering the core marketing curriculum in an engaging style that routinely demonstrates how marketing affects our everyday lives, considering both the decisions we make as consumers, and decisions marketing professionals would make in response to their customers.

fully revised and updated, this edition offers a closer focus on the value of marketing and its impact. the new edition also takes a more critical approach that questions and engages with current debates. topic highlights of the fourth edition include widespread coverage of the huge impact of social media on the sphere of marketing, a fresh look at new techniques of marketing research used in real organizations, and a contemporary perspective on the growing service segment of the world economy.

bang up to date with new cases and examples, the book covers european examples from all corners of the region, including germany, sweden, denmark, france, switzerland, the uk and ireland, without ignoring the prevalence of us and global brands in contemporary culture.

the book retains the popular Marketing Spotlight and marketing in action features, showcasing brands as diverse as Lady Gaga, Guinness and Gap. new social media boxes cover LinkedIn, Facebook, Groupon and more. The fourth edition's case studies are all new, featuring brands from varying segments and countries, including H and M, Subway, Carlsberg, Rolex and Jamie Oliver.

the new edition is supported by a superlative resource package to support lecturers and students, with exciting new videos linked to the case material, case and tutorial support and the integration of mcgraw-hill's connect learning solution. connect offers gradeable interactive activities, cases, self study quizzes, and a variety of tools to help students to master their marketing module.89:T691,valued by instructors and students alike, Foundations of Marketing presents an accessible introduction to Marketing. Packed with examples and end of chapter case studies highlighting the real world application of marketing concepts, this fully updated Sixth Edition features digital marketing integrated throughout the chapters as well as a dedicate chapter on marketing planning and strategy. Discover:How marketing adds value to customers and organizationsHow innovative brand positioning drives commercial successHow new digital marketing communication techniques are being used by companies to drive their brand awareness and engagement, as well as customer retention and conversion levelsHow marketing planning and strategy gives direction to an organizations marketing effort and co-ordinates its activities. Key features:Marketing Spotlights showcase the marketing innovations of brands including Adidas, Crayola, Samsung and KFC.Marketing in Action boxes offer varied examples of real companies campaigns in the UK, Scandinavia, The Netherlands and internationally.Critical Marketing Perspective boxes encourage critical thinking of ethical debates to stimulate student discussion about socially responsible practice and encourage critical analysis of these issues.12 brand new end of chapter Case Studies including Fjallraven, Primark, Uber and BrewDog give in-depth analysis of companies marketing strategies, with dedicated questions to provoke student enquiry.Marketing Showcase videos feature interviews with business leaders and marketing professionals, offering insights into how different organisations have successfully harnessed the elements of the marketing mix.8a:T960,

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.8b:T7a4,The landmark tenth edition of McGraw-Hill's leading textbook, Principles and Practice of Marketing provides a contemporary introduction to marketing, covering all the theoretical principles, frameworks and concepts that form the backbone of marketing education, and looking at how they apply in modern business practice.

Find out:
- The role of AI in Fashion Retailing to enhance the customer experience.
- How Dr. Martens have been engaging consumers for more than half a century.
- McDonald's plan for environmental change.
- How the use of big data is helping Netflix succeed against hot competition.
- Chipotle, spills the beans on using local and organic produce to differentiate the brand by producing food with integrity

Key Features:
- A brand-new chapter on Sustainable Marketing and Society, and a focus on sustainability throughout the text.
- Brand new Hidden Gem boxes that showcase firms that do marketing differently.
- New and updated Marketing in Action boxes and Mini Cases, focusing on hot topics such as digital marketing, ethics diversity and inclusion and sustainability.
- New and updated end-of-chapter cases provide insights across a range of businesses including high street stores, supermarkets and fast-food outlets (Boots, McDonald's, Domino's, Chipotle), brands such as (HubSpot, Dr. Martens, Unilever) and high-tech operations (Apple, Tesla, Netflix).
- Fully updated and streamlined pedagogy, including refocused recommended readings at the end of each chapter, encouraging expanded knowledge.

David Jobber is Emeritus Professor of Marketing at the University of Bradford and an internationally recognized marketing academic.

Fiona Ellis-Chadwick is Senior Lecturer in Marketing and Retailing at the University of Loughborough, Director of the Institute for Research & Consultancy Application and an active member of the Town Centres Research Interest Group.8c:T8a2,

The fully updated eighth edition of Principles and Practice of Marketingcontinues to provide a contemporary and modern introduction to marketing. With a renewed focus that covers the importance of customer value alongside the 4Ps, this authoritative text provides students with a core understanding of the wider context and latest developments taking place within marketing. A stimulating range of new resources and real world examples help to bring marketing to life.

Find out:

* How the bandwagon effect has contributed to the success of online group buying

* How IKEA delivers sustainable cotton and timber products to millions of customers

* How social marketing is combatting an obesity crisis

* How the relaunch of Netto became a case of fighter branding

* How crowdsourcing is evolving advertising

* How Abercrombie & Fitch's store environment could be heading it into the dark

Key Features:

* A brand new chapter on Relationship Marketing

* Newly updated structure to focus on the importance of Customer Value

* Fully updated to cover the latest technologies and digital developments

* New Marketing in Action boxes and Mini Cases focusing on European and Global companies including Spotify, Rovio, Decathlon, Zara and Amazon

* 44 new and updated end-of-chapter cases provide insights from across a range of businesses; from high street fashion stores and supermarkets (H&M, The Co-operative) and Airlines and services (EasyJet, Pret A Manger), to digital companies (ASOS, Google) and the music and film industries (Apple, Disney).

* Fully updated and streamlined pedagogy including refocused recommended readings at the end of each chapter, allowing you to expand your knowledge

* New AdInsight boxes including active QR codes to keep you up-to-date with the latest marketing campaigns and examples

8d:T79f,

Principles and Practice of Marketing is back for a seventh edition and continues to set the benchmark forachievement in introductory marketing courses across Europe.

This edition has been rigorously updated by Professor David Jobber and new co-author Fiona Ellis-Chadwickto offer a contemporary perspective on marketing, with the latest digital developments and ethical accountabilityemphasized throughout. Trusted by both students and lecturers this authoritative text is brought to life through engaging examples and interactive resources.

You will discover:

Behind the scenes secrets of marketing in the entertainment industry
Why the Brazilian government have to respond to macroenvironmental forces to help save the Amazon rainforest
How Ugg have managed to retain customer loyalty to the brand and sustain sales over the past decade
Why Apple still remains on top in the Smartphone market
How Toyota successfully re-launched their brand in South Africa

Key Features:

Full of up-to-date examples demonstrating marketing practice in a wide range of industries, including the fashion, travel and retail sectors
Brand new Read the Research boxes that encourage students to read around key topics
Brand new Mini Cases that will help students critically analyse the principles discussed ineach chapter
A fully revised Digital Marketing and Social Media chapter plus vignettes throughout the book
Restructured coverage of Marketing Communications in response to lecturer feedback
44 cases with insights from well-known companies such as Cadburys’, Sony, Mercedes and ASOS
Brand new Marketing Showcase videos from companies including innocent and BMW

8e:T720,Over the last twenty years, Selling and Sales Management has proved itself to be the definitive text in this exciting and fast-moving area.

The new edition comes fully updated with brand new case studies using working businesses to connect sales theory to the practical implications of selling in a modern environment.

New to this edition:

Integration of recent cutting-edge research into chapters throughout the book.
Fully updated coverage of technological applications in selling and sales management.
A more detailed coverage of ethics in selling and sales management.
Expanded coverage of sales training and organisation.
A more in-depth look at the sales cycle, cold canvassing and systems selling.
A more thorough coverage of B2B and B2C selling.
Additional exercises to assist both students and tutors.

The new edition features a brand new chapter on the Internet and Online Marketing, bringing the text fully up-to-date with recent developments in e-commerce. Students are provided with numerous examples, new contemporary cases and questions, and the addition of Internet Exercises in each chapter allows students to explore marketing in more detail over the web. There is also expanded coverage of marketing ethics and relationship marketing integrated throughout the book. The new edition will be supported with an Online Learning Centre website, providing lecturers and students with a comprehensive range of downloadable teaching and learning materials to accompany the book. This will include extra case material from the UK, Eire and Europe, self-test questions, lecture and revision notes, weblinks and more.

90:T900, SELLING AND SALES MANAGEMENT, 6/E

DAVID JOBBER & GEOFF LANCASTER

This best-selling textbook, Selling and Sales Management, now in its sixth edition, has been revised and updated to take account of recent developments in the theory and practice of selling.

Selling and Sales Management

is logically structured in five parts covering the sales perspective the role of selling within the wider context of marketing; the sales techniques the practice of selling; the sales environment sales channels; sales management recruitment, training, motivation and organisation; and sales control budgets, salesforce evaluation and sales forecasting. The book is ideal for all students on sales management, marketing and business studies courses as well as field salespeople and sales managers.

The book is essential reading for students taking the CIM Certificate in Selling, the Advanced Certificate in Sales Management, and those taking professional studies examinations for CAM, the Institute of Sales and Marketing Management and LCCI.

This edition continues to place emphasis on the international aspects of selling and sales management to reflect the importance of international markets to companies.

Updates to the book include:

A new chapter on Internet and Information Technology Applications in Sales, which includes a section on Customer Relationship Management.

A chapter devoted to Direct Marketing.

Many new and updated case studies.

An expansion of the Selling and Sales Management in Action case histories.

An expansion on Ethics in Sales.

A new section on Leadership within the Motivation and Training chapter.

Coverage of selling as a career.

David Jobber is Professor of Marketing at Bradford University as well as being on the editorial board of a number of selling and sales management journals.

Geoff Lancaster is Professor of Marketing at London Metropolitan University, and Chairman of Durham Associates Ltd. He is also Chief Examiner of the Institute of Sales and Marketing Management.91:T48a,Principles and Practice of Marketing truly sets the benchmark for achievement in introductory marketing courses. David Jobbers clear writing style, engaging examples and comprehensive coverage of all the essential concepts combine to make this book a trusted and stimulating choice to support your course.

This sixth edition is fully updated to offer a contemporary perspective on marketing, with the latest digital developments and ethical accountability emphasised throughout. Youll find this book packed with examples of marketing practice in well-known companies, brought to life through real print, video and online advertising examples.

Find out:

what challenges BMW faced in bringing the Mini E car to market

how Nintendo regained supremacy in the videogame industry

what Apple is doing to outsmart smartphone competitors

why General Motors was vulnerable in the economic downturn

how Cadbury relaunched their discontinued Wispa brand

Interactive online resources support every chapter and integrate with the text to make Principles and Practice of Marketing the ultimate learning resource.92:T594,Foundations of Marketing 2/e is a thorough, up-to-date and exciting introductory textbook that's ideal for students studying marketing for the first time. The book presents a solid grounding in the fundamentals of contemporary marketing, and is full of lively and recent examples of marketing designed to educate and inspire. Free Vital Source Digital Textbook included in this package

utilising the vital source platform, mcgraw-hill/open university press are making a number of key titles available in a digital format. using this platform, students are able to truly personalise their book. the student can highlight important sections of the book during the course or in preparation for an exam. students can also make notes and attach them directly to the book content, they also have the option to share notes with classmates to further improve their understanding.

and thats not all. instructors will also have access to the digital version which allows them to add their own notes to the book for students to view. instructors can also set questions for their students at specific points in the book to encourage class discussion or as tutorial assignments. if you would like to know more about the books available in this digital format, or would like to see a demonstration, please contact your local representative.93:Td0d,

"This excellent work is mandatory reading for all with academic or practical interests in the world of sales - which is just about the whole marketing and management community. This influential book is an excellent contribution to the literature."
"Professor Nigel F. Piercy, Professor of Marketing and Director of the Sales and Account Management Strategy Research Unit, Warwick Business School, University of Warwick"

Looking for the definitive text on selling and sales management? Now in its 7th edition, David Jobber and Geoff Lancaster's "Selling and Sales Management," a long-standing classic, has been revised and updated to take into account recent developments in the theory and practice of selling. It places emphasis on international aspects of selling and sales management.

New to this edition

Integration of recent cutting-edge research into chapters throughout the book.
Repositioning of chapters and a clear mapping through each of the five parts, including a brief summary of each part.
A fuller discussion on the role of selling as part of an integrated marketing communications programme.
A complete re-write and update of Chapter 12 on Internet and IT Applications.
Substantially updated coverage of key account management.
A more detailed explanation of market-based pricing principles.
A more thorough discussion of the principles of negotiation.
A fuller discussion of the role of the sales force as gatherers of market intelligence.
Additional exercises to assist both students and tutors.

Ideal for students on sales management, marketing and business studies courses as well as field salespeople and sales managers, the book is also essential reading for students taking the CIM Certificate in Selling, the Advanced Certificate in Sales Management, and those taking professional studies examinations for CAM, the Institute of Sales and Marketing Management and LCCI.

"Professors Jobber and Lancaster have done it again! In this text, they provide a thorough and sophisticated treatment of sales and sales management. Informed by the most up-to-date research, the authors tackle the critical issues facing modern sales professionals. Their style of writing is straightforward and accessible. This book is essential reading for those whose job it is to sell and to manage those who sell, as well as for those who aspire to a career in the sales profession."
"John W. Cadogan, Professor of Marketing, Business School, Loughborough University"

David Jobber is Professor of Marketing at Bradford University and serves on the editorial board 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.

Geoff Lancaster is Professor of Marketing at Liverpool John Moores University and Chairman of Durham Associates Group Ltd, Castle Eden, County Durham. He was formerly Senior Examiner to the Chartered Institute of Marketing and Chief Examiner to the Institute of Sales and Marketing Management.

To access the Instructor's Manual, PowerPoint slides and additional learning resources visit http: www.pearsoned.co.uk/jobber.

94:T40f,

The bestselling "Foundations of Marketing" by David Jobber and John Fahy is back in a contemporary and engaging third edition. It offers comprehensive coverage of the essentials of marketing in a concise and student-friendly format, firmly rooting theory in real marketing practice. With its wealth of captivating examples, concise 12-chapter structure, and characteristic accessible style, it remains the ideal text for students on introductory marketing courses. What's new: coverage of the latest developments in marketing practice, such as experiential marketing, neuro marketing, multi-channel marketing and buzz marketing; brand new end-of-chapter cases including YouTube, Innocent Drinks, Sony Playstation, Nike and Oasis clothing; new Ethical Debate boxes stimulate student discussions about socially responsible practice; new Technology Focus boxes examine the growing impact of digital technologies on marketing.

3rd Revised edition edition (March 1, 2009)

95:T659,

Principles & Practice of Marketing, 5th edition is the ultimate learning resource for all marketing students, demonstrating the essential marketing principles in an accessible and relevant manner. With its established authority and reputation, the new edition of this best-selling textbook maintains its position as the discerning choice for introductory marketing modules at undergraduate or MBA level. The fifth edition continues to lead the marketing field with new coverage on emerging topics led by contemporary practice and informed by recent research. Free Vital Source Digital Textbook included in this package Utilising the Vital Source platform, McGraw-Hill/Open University Press are making a number of key titles available in a digital format. Using this platform, students are able to truly personalise their book. The student can highlight important sections of the book during the course or in preparation for an exam. Students can also make notes and attach them directly to the book content, they also have the option to share notes with classmates to further improve their understanding. And that's not all.Instructors will also have access to the digital version which allows them to add their own notes to the book for students to view. Instructors can also set questions for their students at specific points in the book to encourage class discussion or as tutorial assignments. If you would like to know more about the books available in this digital format, or would like to see a demonstration, please contact your local representative.

96:T9db,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 Queens 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.

97:T827,Over the last twenty years, Selling and Sales Management has proved itself to be the definitive text in this exciting and fast-moving area.

This new edition comes fully updated with brand new case studies using working businesses to connect sales theory to the practical implications of selling in a modern environment.

This edition continues to place emphasis on global aspects of selling and sales management whilst also covering all of the important elements of the marketing mix. Topics covered include the technological applications of selling and sales management, the ethics of selling & sales management, a look at the sales cycle, cold canvassing and systems selling, and a thorough coverage of B2B and B2C selling.

New to this edition:

New case studies with new teaching notes.
Fully updated coverage of technological applications in selling and sales management.
Expanded coverage of selling psychology.
A more in-depth look at diversity and the multicultural composition of sales forces.
A more thorough coverage of Relationship Management and the use of social media.

About the authors

David Jobber is Professor of Marketing at Bradford University and serves on the editorial board 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 Jobber 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 London School of Commerce and Chairman of Durham Associates Group Ltd. He was formerly Research Professor of Marketing at London Metropolitan University, Senior Examiner to the Chartered Institute of Marketing and Chief Examiner to the Institute of Sales and Marketing Management.

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