Case studies by chapter Chapter 1: The role of selling Chapter 1 PDF Document (0.062Mb) Chapter 2: Theories of buying and selling Chapter 2 PDF Document (0.057Mb) Chapter 2: Theories of buying and selling Chapter 2 PDF Document (0.057Mb) Chapter 3: Types of selling Chapter 3 PDF Document (0.053Mb) Chapter 4: Salespeople and selling skills Chapter 4 PDF Document (0.037Mb) Chapter 5: Sales force organisation Chapter 5 PDF Document (0.055Mb) Chapter 6: Technology and sales Chapter 6 PDF Document (0.054Mb) Chapter 7: Sales forecasting and setting targets Chapter 7 PDF Document (0.055Mb) Chapter 8: Selling in international markets Chapter 8 PDF Document (0.038Mb) Chapter 9: The selling process in practice Chapter 9 PDF Document (0.052Mb) Chapter 10: Recruitment and selection Chapter 10 PDF Document (0.052Mb) Chapter 10: Recruitment and selection Chapter 10 PDF Document (0.052Mb) Chapter 11: Training, coaching and leading the sales team Chapter 11 PDF Document (0.057Mb) Chapter 12: Motivation and Rewards Chapter 12 PDF Document (0.051Mb) Chapter 13: Monitoring and measurement Chapter 13 PDF Document (0.053Mb) Chapter 14: Ethical issues in sales Chapter 14 PDF Document (0.075Mb)