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

Record Type:	Electronic resources : Monograph/item
Title/Author:	Luxury sales force management :Michaela Merk.
Reminder of title:	strategies for winning over your brand ambassadors /
Author:	Merk, Michaela,
Description:	1 online resource.
Subject:	Luxuries.
Online resource:	https://link.springer.com/book/10.1057/9781137347442
ISBN:	1137347449 (electronic bk.)

Luxury sales force management :strategies for winning over your brand ambassadors /
Merk, Michaela,

Luxury sales force management :strategies for winning over your brand ambassadors /Michaela Merk. - 1 online resource.

How brand relationships influence daily business operations -- How relationships between salespeople and brands become emotional -- How top management can win salespeople's heart the four strategies -- How brands can make frontline salespeople's heart beat -- Top 10 'heart-winners' through brand perception -- How brands can benefit from strong sales force brand relationships -- Why retailers should establish strong relationships between salespeople and private brands -- How salesperson characteristics influence their relationships with brands -- Do managers think like salespeople? -- Sales force brand relationships: a given phenomenon or a building process? -- Implications for brands and retailers.

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.

ISBN: 1137347449 (electronic bk.)

Source: 685631Palgrave Macmillanhttp://www.palgraveconnect.comSubjects--Topical Terms:

673628
Luxuries.
Index Terms--Genre/Form:

214472
Electronic books.

LC Class. No.: HF5438.25

Dewey Class. No.: 658.8/1

Luxury sales force management :strategies for winning over your brand ambassadors /
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505 0 $a How brand relationships influence daily business operations -- How relationships between salespeople and brands become emotional -- How top management can win salespeople's heart the four strategies -- How brands can make frontline salespeople's heart beat -- Top 10 'heart-winners' through brand perception -- How brands can benefit from strong sales force brand relationships -- Why retailers should establish strong relationships between salespeople and private brands -- How salesperson characteristics influence their relationships with brands -- Do managers think like salespeople? -- Sales force brand relationships: a given phenomenon or a building process? -- Implications for brands and retailers.
520 $a 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.
588 $a Description based on publisher supplied information; title not viewed.
650 0 $a Luxuries. $3 673628
650 0 $a Sales force management. $3 397651
650 7 $a BUSINESS & ECONOMICS / Industrial Management $2 bisacsh $3 584233
650 7 $a BUSINESS & ECONOMICS / Management Science $2 bisacsh $3 583840
650 7 $a BUSINESS & ECONOMICS / Management $2 bisacsh $3 583980
650 7 $a BUSINESS & ECONOMICS / Organizational Behavior $2 bisacsh $3 564282
650 7 $a Business and Management $2 eflch $3 644326
650 7 $a Personnel & human resources management $2 bicssc $3 686287
650 7 $a Sales & marketing management $2 bicssc $3 687719
650 7 $a Sales & marketing $2 bicssc $3 644324
655 4 $a Electronic books. $2 local. $3 214472
856 4 0 $3 Palgrave Connect $u https://link.springer.com/book/10.1057/9781137347442