Coverart for item
The Resource Luxury sales force management : strategies for winning over your brand ambassadors, Michaela Merk

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

Label
Luxury sales force management : strategies for winning over your brand ambassadors
Title
Luxury sales force management
Title remainder
strategies for winning over your brand ambassadors
Statement of responsibility
Michaela Merk
Creator
Contributor
Author
Subject
Language
eng
Summary
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
Cataloging source
NhCcYBP
http://library.link/vocab/creatorName
Merk, Michaela
Dewey number
658.8/1
Index
no index present
LC call number
HF5438.4
LC item number
.M47 2014
Literary form
non fiction
Nature of contents
dictionaries
http://library.link/vocab/relatedWorkOrContributorName
ProQuest (Firm)
http://library.link/vocab/subjectName
  • Sales force management
  • Luxuries
Label
Luxury sales force management : strategies for winning over your brand ambassadors, Michaela Merk
Instantiates
Publication
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Color
multicolored
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Contents
  • 2.
  • Heart-winner 12
  • Let your brand shine beyond your stores!
  • Heart-winner 13
  • No limits to quality, innovation and creativity!
  • Heart-winner 14
  • Communicate your achievements!
  • 2.5.
  • How to enhance your sales force's brand recognition
  • Heart-winner 15
  • Enrich your brand's service level!
  • explosion of creativity
  • Heart-winner 16
  • Be close to the field!
  • Heart-winner 17
  • Reward your teams!
  • Heart-winner 18
  • Make your people grow!
  • 3.
  • Ways of Winning Over the Sales Force in the Digital World
  • 3.1.
  • Love-booster: Digital media to pass on the flame
  • 3.
  • 3.2.
  • Identification-booster: Explaining omnichannel strategies
  • 3.3.
  • Trust-booster: E-learning for faster knowledge
  • 3.4.
  • Pride-booster: Shine as a digital champion!
  • 3.5.
  • Recognition-booster: Better service, digitally!
  • 4.
  • How Brands Can Benefit from Strong Sales Force-Brand Relationships
  • Natural spontaneity
  • 4.1.
  • Emotional explosion: The boomerang effect of motivation
  • 4.2.
  • Organizational commitment: Your sales force will stay!
  • 5.
  • Recruitment Strategies for Strong Sales Force-Brand Relationships
  • 5.1.
  • Finding people who can light the fire and inspire
  • 1.
  • Physical expression
  • 4.
  • 2.
  • Verbal content
  • 3.
  • Intuition
  • 5.2.
  • Matching origins and values
  • 5.3.
  • Diversity over monotony
  • passion to transmit
  • 5.
  • Giving human features to objects
  • 6.
  • Endless effort
  • Machine generated contents note:
  • 1.2.
  • Identification: My brand, my customer and I
  • Which factors lead to strong identification between the sales force and their brand?
  • 1.
  • Admiration
  • 2.
  • Passion
  • 3.
  • Culture
  • 4.
  • 1.
  • Age
  • 5.
  • Character assimilation
  • How can we see that salespeople identify with the brand they sell?
  • Is brand identification always good?
  • 1.
  • danger of the salesperson assimilating with the brand creator
  • 2.
  • danger of the salesperson assimilating with the customer
  • 1.3.
  • What Salespeople Feel in their Hearts: The Sales Force--Brand Relationship Olympic Rings
  • Trust: I can count on you!
  • benefits of a trusting sales force
  • 1.
  • No fear when recommending
  • 2.
  • No fear about price
  • two spheres in the trust-building process
  • 1.
  • Trust from outside the brand
  • 2.
  • 1.1.
  • Trust from within the brand
  • 1.4.
  • Pride: We are the best!
  • 1.
  • Pride of belonging
  • 2.
  • Pride due to success
  • 1.5.
  • Recognition: Because I'm worth it!
  • Why do customers recognize their salesperson?
  • Love is in the air
  • 1.
  • For irreproachable service
  • 2.
  • For professionalism
  • 3.
  • For honesty
  • 4.
  • For sympathy
  • 2.
  • Luxury Relationship Branding: Heart-Winning Strategies for Brand Managers and their Corporations
  • How can we see that love is in the air?
  • 2.1.
  • How to ignite salespeople's love
  • Heart-winner 1
  • Fill your brand with heart and soul!
  • Heart-winner 2
  • Pass on the flame!
  • Heart-winner 3
  • Let the fire burn!
  • 2.2.
  • How to help salespeople identify with your brand
  • 1.
  • Heart-winner 4
  • Develop human values!
  • Heart-winner 5
  • Let them feel at home!
  • Heart-winner 6
  • Foster team spirit!
  • Heart-winner 7
  • Show them where to go!
  • 2.3.
  • How to gain salespeople's trust
  • desire to touch
  • Heart-winner 8
  • Training! Training! Training!
  • Heart-winner 9
  • Offer stability and structure!
  • Heart-winner 10
  • Don't put them in chains!
  • Heart-winner 11
  • Share what you can!
  • 2.4.
  • How to make salespeople feel proud of your brand
Control code
MSTDDA1645530
Dimensions
unknown
Extent
1 online resource ( xx, 213 pages.):
Form of item
online
Isbn
9781137347459
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
http://library.link/vocab/ext/overdrive/overdriveId
685631
Quality assurance targets
not applicable
Reproduction note
Electronic reproduction.
Specific material designation
remote
Label
Luxury sales force management : strategies for winning over your brand ambassadors, Michaela Merk
Publication
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Color
multicolored
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Contents
  • 2.
  • Heart-winner 12
  • Let your brand shine beyond your stores!
  • Heart-winner 13
  • No limits to quality, innovation and creativity!
  • Heart-winner 14
  • Communicate your achievements!
  • 2.5.
  • How to enhance your sales force's brand recognition
  • Heart-winner 15
  • Enrich your brand's service level!
  • explosion of creativity
  • Heart-winner 16
  • Be close to the field!
  • Heart-winner 17
  • Reward your teams!
  • Heart-winner 18
  • Make your people grow!
  • 3.
  • Ways of Winning Over the Sales Force in the Digital World
  • 3.1.
  • Love-booster: Digital media to pass on the flame
  • 3.
  • 3.2.
  • Identification-booster: Explaining omnichannel strategies
  • 3.3.
  • Trust-booster: E-learning for faster knowledge
  • 3.4.
  • Pride-booster: Shine as a digital champion!
  • 3.5.
  • Recognition-booster: Better service, digitally!
  • 4.
  • How Brands Can Benefit from Strong Sales Force-Brand Relationships
  • Natural spontaneity
  • 4.1.
  • Emotional explosion: The boomerang effect of motivation
  • 4.2.
  • Organizational commitment: Your sales force will stay!
  • 5.
  • Recruitment Strategies for Strong Sales Force-Brand Relationships
  • 5.1.
  • Finding people who can light the fire and inspire
  • 1.
  • Physical expression
  • 4.
  • 2.
  • Verbal content
  • 3.
  • Intuition
  • 5.2.
  • Matching origins and values
  • 5.3.
  • Diversity over monotony
  • passion to transmit
  • 5.
  • Giving human features to objects
  • 6.
  • Endless effort
  • Machine generated contents note:
  • 1.2.
  • Identification: My brand, my customer and I
  • Which factors lead to strong identification between the sales force and their brand?
  • 1.
  • Admiration
  • 2.
  • Passion
  • 3.
  • Culture
  • 4.
  • 1.
  • Age
  • 5.
  • Character assimilation
  • How can we see that salespeople identify with the brand they sell?
  • Is brand identification always good?
  • 1.
  • danger of the salesperson assimilating with the brand creator
  • 2.
  • danger of the salesperson assimilating with the customer
  • 1.3.
  • What Salespeople Feel in their Hearts: The Sales Force--Brand Relationship Olympic Rings
  • Trust: I can count on you!
  • benefits of a trusting sales force
  • 1.
  • No fear when recommending
  • 2.
  • No fear about price
  • two spheres in the trust-building process
  • 1.
  • Trust from outside the brand
  • 2.
  • 1.1.
  • Trust from within the brand
  • 1.4.
  • Pride: We are the best!
  • 1.
  • Pride of belonging
  • 2.
  • Pride due to success
  • 1.5.
  • Recognition: Because I'm worth it!
  • Why do customers recognize their salesperson?
  • Love is in the air
  • 1.
  • For irreproachable service
  • 2.
  • For professionalism
  • 3.
  • For honesty
  • 4.
  • For sympathy
  • 2.
  • Luxury Relationship Branding: Heart-Winning Strategies for Brand Managers and their Corporations
  • How can we see that love is in the air?
  • 2.1.
  • How to ignite salespeople's love
  • Heart-winner 1
  • Fill your brand with heart and soul!
  • Heart-winner 2
  • Pass on the flame!
  • Heart-winner 3
  • Let the fire burn!
  • 2.2.
  • How to help salespeople identify with your brand
  • 1.
  • Heart-winner 4
  • Develop human values!
  • Heart-winner 5
  • Let them feel at home!
  • Heart-winner 6
  • Foster team spirit!
  • Heart-winner 7
  • Show them where to go!
  • 2.3.
  • How to gain salespeople's trust
  • desire to touch
  • Heart-winner 8
  • Training! Training! Training!
  • Heart-winner 9
  • Offer stability and structure!
  • Heart-winner 10
  • Don't put them in chains!
  • Heart-winner 11
  • Share what you can!
  • 2.4.
  • How to make salespeople feel proud of your brand
Control code
MSTDDA1645530
Dimensions
unknown
Extent
1 online resource ( xx, 213 pages.):
Form of item
online
Isbn
9781137347459
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
http://library.link/vocab/ext/overdrive/overdriveId
685631
Quality assurance targets
not applicable
Reproduction note
Electronic reproduction.
Specific material designation
remote

Library Locations

    • Curtis Laws Wilson LibraryBorrow it
      400 West 14th Street, Rolla, MO, 65409, US
      37.955220 -91.772210
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