Luxury Sales Force Management

Strategies for Winning Over Your Brand Ambassadors

Authors: Merk, M.

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About this book

The sales team can often make or break the success of new brands or products. This comprehensive guide provides strategies, models and checklists to help managers and directors strengthen the relationships of their firm's sales force with their own or other brands, maximizing turnover and profit in the long run.

About the authors

Dr. Michaela Merk is an international marketing and retail expert. She is the founder of Merk Vision & Partners, a global consultancy and training agency for brands and retailers in the luxury, cosmetics and fashion sectors. She 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 top management, she advises and trains international companies worldwide such as L'Oréal, Lacoste, Hermès, Shanghai Jahwa (China) and has worked with BCG, Roland Berger, and Bain & Company. She gives seminars and lectures at conferences and events worldwide and teaches at business schools in Europe, Middle East and Asia (including ESSEC, Sorbonne, IFM, Sup de Luxe, Beida and East China Normal University). Dr. Michaela Merk is associate professor in management at the leading University Paris Dauphine and member of the research laboratory 'Brand and Values' at Sorbonne Graduate Business School, where she also obtained her PhD. The leading speakers' agency 'Speakers Excellence' counts her among the top 100 trainers in Europe.

Table of contents (7 chapters)

  • Introduction

    Merk, Michaela

    Pages 1-9

  • What Salespeople Feel in their Hearts: The Sales Force-Brand Relationship Olympic Rings

    Merk, Michaela

    Pages 10-33

  • Luxury Relationship Branding: Heart-Winning Strategies for Brand Managers and their Corporations

    Merk, Michaela

    Pages 34-139

  • Ways of Winning Over the Sales Force in the Digital World

    Merk, Michaela

    Pages 140-165

  • How Brands Can Benefit from Strong Sales Force-Brand Relationships

    Merk, Michaela

    Pages 166-174

Buy this book

eBook $34.99
price for USA
  • ISBN 978-1-137-34744-2
  • Digitally watermarked, DRM-free
  • Included format: PDF
  • ebooks can be used on all reading devices
  • Download immediately after purchase
Hardcover $50.00
price for USA
  • ISBN 978-1-137-34743-5
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
Softcover $45.00
price for USA
  • ISBN 978-1-349-46731-0
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.

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Bibliographic Information

Bibliographic Information
Book Title
Luxury Sales Force Management
Book Subtitle
Strategies for Winning Over Your Brand Ambassadors
Authors
Copyright
2014
Publisher
Palgrave Macmillan UK
Copyright Holder
Palgrave Macmillan, a division of Macmillan Publishers Limited
eBook ISBN
978-1-137-34744-2
DOI
10.1057/9781137347442
Hardcover ISBN
978-1-137-34743-5
Softcover ISBN
978-1-349-46731-0
Edition Number
1
Number of Pages
XX, 213
Topics