Selling and Sales
Management
9th Edition
David Jobber
Geoff Lancaster
,Selling and Sales Management
,
,Selling and Sales
Management
9th edition
David Jobber and Geoff Lancaster
, Pearson Education Limited
Edinburgh Gate
Harlow
Essex CM20 2JE
England
and Associated Companies throughout the world
Visit us on the World Wide Web at:
www.pearson.com/uk
First published as Sales Technique and Management by Macdonald & Evans Ltd in 1985
Second edition published by Pitman Publishing, a division of Longman Group UK Ltd in 1990
Third edition published by Pitman Publishing, a division of Longman Group UK Ltd in 1994
Fourth edition published by Pitman Publishing, a division of Pearson Professional Ltd in 1997
Fifth edition published by Financial Times Management, a division of Financial Times Professional Limited in 2000
Sixth edition published 2003
Seventh edition published 2006
Eighth edition published 2009
Ninth edition published 2012
© Macdonald and Evans Ltd 1985
© David Jobber and Geoff Lancaster 1990
© Longman Group UK Ltd 1994
© Pearson Professional Ltd 1997
© Financial Times Professional Ltd 2000
© Pearson Education Limited 2003, 2012
The rights of David Jobber and Geoff Lancaster to be identified as authors of this Work have been asserted by them in
accordance with the Copyright, Designs and Patents Act 1988.
All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any
form or by any means, electronic, mechanical, photocopying, recording or otherwise, without either the prior written
permission of the publisher or a licence permitting restricted copying in the United Kingdom issued by the Copyright
Licensing Agency Ltd, Saffron House, 6−10 Kirby Street, London EC1N 8TS.
All trademarks used herein are the property of their respective owners. The use of any trademark in this text does not
vest in the author or publisher any trademark ownership rights in such trademarks, nor does the use of such trademarks
imply any affiliation with or endorsement of this book by such owners.
Pearson Education is not responsible for the content of third-party internet sites.
ISBN 978-0-273-76265-2
British Library Cataloguing-in-Publication Data
A catalogue record for this book is available from the British Library
Library of Congress Cataloguing-in-Publication Data
A catalog record for this book is available from the Library of Congress
10 9 8 7 6 5 4 3 2 1
16 15 14 13 12
Typeset in 10/12.5 pt Palatino by 73
Printed by Ashford Colour Press Ltd, Gosport
Management
9th Edition
David Jobber
Geoff Lancaster
,Selling and Sales Management
,
,Selling and Sales
Management
9th edition
David Jobber and Geoff Lancaster
, Pearson Education Limited
Edinburgh Gate
Harlow
Essex CM20 2JE
England
and Associated Companies throughout the world
Visit us on the World Wide Web at:
www.pearson.com/uk
First published as Sales Technique and Management by Macdonald & Evans Ltd in 1985
Second edition published by Pitman Publishing, a division of Longman Group UK Ltd in 1990
Third edition published by Pitman Publishing, a division of Longman Group UK Ltd in 1994
Fourth edition published by Pitman Publishing, a division of Pearson Professional Ltd in 1997
Fifth edition published by Financial Times Management, a division of Financial Times Professional Limited in 2000
Sixth edition published 2003
Seventh edition published 2006
Eighth edition published 2009
Ninth edition published 2012
© Macdonald and Evans Ltd 1985
© David Jobber and Geoff Lancaster 1990
© Longman Group UK Ltd 1994
© Pearson Professional Ltd 1997
© Financial Times Professional Ltd 2000
© Pearson Education Limited 2003, 2012
The rights of David Jobber and Geoff Lancaster to be identified as authors of this Work have been asserted by them in
accordance with the Copyright, Designs and Patents Act 1988.
All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any
form or by any means, electronic, mechanical, photocopying, recording or otherwise, without either the prior written
permission of the publisher or a licence permitting restricted copying in the United Kingdom issued by the Copyright
Licensing Agency Ltd, Saffron House, 6−10 Kirby Street, London EC1N 8TS.
All trademarks used herein are the property of their respective owners. The use of any trademark in this text does not
vest in the author or publisher any trademark ownership rights in such trademarks, nor does the use of such trademarks
imply any affiliation with or endorsement of this book by such owners.
Pearson Education is not responsible for the content of third-party internet sites.
ISBN 978-0-273-76265-2
British Library Cataloguing-in-Publication Data
A catalogue record for this book is available from the British Library
Library of Congress Cataloguing-in-Publication Data
A catalog record for this book is available from the Library of Congress
10 9 8 7 6 5 4 3 2 1
16 15 14 13 12
Typeset in 10/12.5 pt Palatino by 73
Printed by Ashford Colour Press Ltd, Gosport
