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dc.contributor.authorMerk, Michaela*
dc.date.accessioned2014-10-29T14:51:30Z
dc.date.available2014-10-29T14:51:30Z
dc.date.issued2014
dc.identifier.isbn978-1-137-34743-5en
dc.identifier.urihttps://basepub.dauphine.fr/handle/123456789/14067
dc.language.isoenen
dc.subjectPersonnelen
dc.subjectMotivationen
dc.subjectVendeursen
dc.subjectProduits de luxeen
dc.subjectVentesen
dc.subjectGestionen
dc.subjectSales force managementen
dc.subjectSales personnelen
dc.subjectSellingen
dc.subjectLuxuriesen
dc.subjectEmployee motivationen
dc.subject.ddc658.8en
dc.subject.classificationjelL.L2.L25en
dc.subject.classificationjelL.L8.L81en
dc.subject.classificationjelM.M3.M31en
dc.subject.classificationjelM.M5.M54en
dc.titleLuxury sales force management : strategies for winning over your brand ambassadorsen
dc.typeOuvrage
dc.description.abstractenSales 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.en
dc.publisher.namePalgrave Macmillanen
dc.publisher.cityHoundmills, Basingstoke, Hampshireen
dc.identifier.citationpagesXX-213en
dc.subject.ddclabelMarketingen
dc.identifier.citationdate2014
dc.relation.forthcomingnonen
dc.description.halcandidateoui
dc.description.readershiprecherche
dc.description.audienceInternational
hal.person.labIds1032*
hal.identifierhal-01457201*


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