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Luxury Sales Force Management: Strategies for Winning Over Your Brand Ambassadors [Hardcover]

Michaela Merk

RRP: £29.99
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Book Description

25 Feb 2014
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. It is the most influential communication vehicle for launching a new product or brand and should therefore be considered even prior to consumers.

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.

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Book Description

How to win the hearts and minds of the sales team and build the success and sales of your brand, by strengthening relationships between salespeople and the brands they sell

About the Author

Michaela Merk is an international marketing expert and CEO and co-founder of MERK-VISION and partners, a global marketing, consultancy for brands and retailers in the luxury, cosmetics and fashion sectors. Merk has held top management positions with international responsibility at corporations such as L'Oréal, Estée Lauder Companies and Marionnaud. Using her broad experience in online and offline marketing from brand building, retailing to product development, she advises and consults to international companies worldwide such as Lacoste, Hermes, Clarins, Herboris (China) and has worked with BCG, Roland Berger, and Bain and Company. She gives seminars, workshops and lectures at conferences and events worldwide and teaches at business schools in Europe and Asia (including ESSEC and Sorbonne Institute of Fashion, France, Fudan and East China Normal University and Tsinghua University, China). She was recently awarded the Trainers Excellence Award 2011 and 2012 for her training skills and is a member of the leading speakers agency in Europe, 'Speakers Excellence', where she is counted among their top 100 speakers.

Inside This Book (Learn More)
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Front Cover | Copyright | Table of Contents | Excerpt | Index
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Most Helpful Customer Reviews on (beta) 5.0 out of 5 stars  2 reviews
1 of 1 people found the following review helpful
5.0 out of 5 stars The gripping Story of creating a LUXURY BRAND 25 April 2014
By Isaac Nyden - Published on
Format:Hardcover|Verified Purchase
This book is beautifully written! It deeply pulls you into the mystery behind famous brands! It also clearly showed us where to enhance and inspire our Sales Team. To create within the heart of the brand and lite the torch that carries us. Anyways I am so driven by this book I must go now and create!
This is a must have book and we will gift it to our entire Sales Team!
5.0 out of 5 stars Constructive ! 14 April 2014
By Zineb Fatara - Published on
I am a student and I've read this book. At first, I thought that it won't help me and that it is meant for professionals. My thoughts were totally wrong, this book helped me learn about the internal management issues of companies. I am passionate about luxury and as any other person, I tended to think about the top management and forget about salespeople. This book opened my eyes on many things and now I certainly have recognition for them. Plus, I am eager to own my company one day , so this book will be a bible for me. Michaela Merk made it so easy to read, thanks to her talent in using words and the metaphoric/funny/talking illustrations present in the book. A MUST !
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