Luxury Sales Force Management

1. Front Matter

   Pages i-xx

   PDF

2. Introduction

   • Michaela Merk

   Pages 1-9

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

   • Michaela Merk

   Pages 10-33

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

   • Michaela Merk

   Pages 34-139

5. Ways of Winning Over the Sales Force in the Digital World

   • Michaela Merk

   Pages 140-165

6. How Brands Can Benefit from Strong Sales Force-Brand Relationships

   • Michaela Merk

   Pages 166-174

7. Recruitment Strategies for Strong Sales Force-Brand Relationships

   • Michaela Merk

   Pages 175-193

8. Conclusion

   • Michaela Merk

   Pages 194-198

9. Back Matter

   Pages 199-213

   PDF

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.

• Sales team
• managers
• HR
• Brand
• relationships
• business
• management
• strategy

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.

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