"Every shelf tells a story. Make yours unforgettable with our handpicked titles."
Book Synopsis:
Selling and Sales Management by David Jobber is a leading textbook and professional reference that provides a comprehensive and practical guide to the theory and practice of modern sales. Widely used in business schools and corporate training programs around the world, this book bridges academic insight with real-world application, making it an essential resource for students, sales professionals, and managers alike.
The book explores the full spectrum of the selling process, from understanding buyer behavior and building relationships to negotiating, closing, and managing long-term customer value. Jobber presents selling not merely as persuasion, but as a strategic, customer-oriented activity that creates mutual value and sustainable competitive advantage. Emphasis is placed on consultative and relationship selling, reflecting the shift from transactional approaches to solution-based and partnership-driven sales models.
On the management side, Selling and Sales Management provides in-depth coverage of planning and controlling the sales function. Key topics include sales strategy formulation, territory design, sales forecasting, recruitment and selection of salespeople, training and development, motivation and compensation, performance evaluation, and sales force leadership. The book also addresses the integration of sales with marketing strategy, showing how effective coordination enhances organizational performance.
A distinctive strength of this work is its strong analytical foundation. Concepts such as key account management, sales pipeline management, customer lifetime value, and sales metrics are explained with clarity, supported by frameworks, models, and real business examples. Ethical selling, legal considerations, and the impact of digital technologies—such as CRM systems, social selling, and data analytics—are also examined, ensuring relevance in today’s technology-driven marketplace.
David Jobber’s clear writing style, structured chapter design, and extensive use of case studies, learning objectives, review questions, and practical exercises make the book ideal for both classroom learning and professional self-study. It equips readers with not only conceptual understanding but also actionable tools to improve selling effectiveness and sales force productivity.
Whether you are an undergraduate studying marketing and sales, an MBA student preparing for leadership roles, or a practicing manager seeking to optimize sales performance, Selling and Sales Management offers a rigorous and up-to-date foundation. It remains one of the most trusted and widely cited texts in the field, providing a strategic and practical roadmap for achieving excellence in selling and sales leadership.
