• français
    • English
  • English 
    • français
    • English
  • Login
JavaScript is disabled for your browser. Some features of this site may not work without it.
BIRD Home

Browse

This CollectionBy Issue DateAuthorsTitlesSubjectsJournals BIRDResearch centres & CollectionsBy Issue DateAuthorsTitlesSubjectsJournals

My Account

Login

Statistics

View Usage Statistics

Luxury sales force management : strategies for winning over your brand ambassadors

Thumbnail
Date
2014
Publisher city
Houndmills, Basingstoke, Hampshire
Publisher
Palgrave Macmillan
Publishing date
2014
ISBN:
978-1-137-34743-5
Dewey
Marketing
Sujet
Personnel; Motivation; Vendeurs; Produits de luxe; Ventes; Gestion; Sales force management; Sales personnel; Selling; Luxuries; Employee motivation
JEL code
L.L2.L25; L.L8.L81; M.M3.M31; M.M5.M54
URI
https://basepub.dauphine.fr/handle/123456789/14067
Collections
  • DRM : Publications
Metadata
Show full item record
Author
Merk, Michaela
1032 Dauphine Recherches en Management [DRM]
Type
Ouvrage
Item number of pages
XX-213
Abstract (EN)
Sales teams can often make or break the success of a new luxury brand or product. As competition between retailers and brands grows, it becomes increasingly important to stimulate the sales team's motivation for higher sales performance and stronger commitment to their own organization. In Luxury Sales Force Management, Michaela Merk examines the strategies that allow managers from luxury organizations to win their sales team's hearts and minds, enabling higher sales performance. Based on new research into luxury sales teams worldwide, Merk explores how salespeople's relationships with brands they sell emerge, how they can be characterized and what top management should do to strengthen these in order to use the sales force–brand relationship as a strategic tool. Merk shows that these relationships have the power to increase salespeople's selling motivation, their commitment to both the organization and its brands, and ultimately the success of the company.

  • Accueil Bibliothèque
  • Site de l'Université Paris-Dauphine
  • Contact
SCD Paris Dauphine - Place du Maréchal de Lattre de Tassigny 75775 Paris Cedex 16

 Content on this site is licensed under a Creative Commons 2.0 France (CC BY-NC-ND 2.0) license.