Lecturer zone The resources below are designed to help in teaching using this book. Chapter by chapter teaching notes Chapter 1: The role of selling Chapter 2: Theories of buying and selling Chapter 3: Types of selling Chapter 4: Salespeople and selling skills Chapter 5: Sales force organisation Chapter 6: Technology and sales Chapter 7: Sales forecasting and setting targets Chapter 8: Selling in international markets Chapter 9: The selling process in practice Chapter 10: Recruitment and selection Chapter 11: Training, coaching and leading the sales team Chapter 12: Motivation and Rewards Chapter 13: Monitoring and measurement Chapter 14: Ethical issues in sales Further Case Studies and Group Material Alternative Group Assignments Working with Cases Report writing for case studies Score case Fortis case Longfellow Office Supplies Case