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
Resource Information
The item Luxury sales force management : strategies for winning over your brand ambassadors, Michaela Merk represents a specific, individual, material embodiment of a distinct intellectual or artistic creation found in Missouri University of Science & Technology Library.This item is available to borrow from 1 library branch.
Resource Information
The item Luxury sales force management : strategies for winning over your brand ambassadors, Michaela Merk represents a specific, individual, material embodiment of a distinct intellectual or artistic creation found in Missouri University of Science & Technology Library.
This item is available to borrow from 1 library branch.
- 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
- Language
- eng
- Extent
- 1 online resource ( xx, 213 pages.):
- 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
- Isbn
- 9781137347459
- 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
- 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
- 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
- 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
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