Luxury sales force management: strategies for winning over your brand ambassadors
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
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Basingstoke
Palgrave macmillan
2014
|
| Ausgabe: | 1. publ. |
| Schlagworte: | |
| Zusammenfassung: | 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 |
| Beschreibung: | Includes bibliographical references and indexes Machine generated contents note: 1. What Salespeople Feel in their Hearts: The Sales Force-Brand Relationship Olympic Rings -- 1.1. LOVE is in the air -- How can we see that love is in the air? -- 1.A desire to touch -- 2. An explosion of creativity -- 3. Natural spontaneity -- 4.A passion to transmit -- 5. Giving human features to objects -- 6. Endless effort -- 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. Age -- 5. Character assimilation -- How can we see that salespeople identify with the brand they sell? -- Is brand identification always good? -- 1. The danger of the salesperson assimilating with the brand creator -- 2. The danger of the salesperson assimilating with the customer -- 1.3. TRUST: I can count on you! -- The benefits of a trusting sales force -- 1. No fear when recommending -- 2. No fear about price Contents note continued: The two spheres in the trust-building process -- 1. Trust from outside the brand -- 2. 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? -- 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 -- 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 -- 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 -- Heart-winner 8 Training! Training! Training! Contents note continued: 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 -- 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! -- 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 -- 3.2. 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! Contents note continued: 4. How Brands Can Benefit from Strong Sales Force-Brand Relationships -- 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 -- 2. Verbal content -- 3. Intuition -- 5.2. Matching origins and values -- 5.3. Diversity over monotony |
| Beschreibung: | xx, 213 pages illustrations 23 cm |
| ISBN: | 9781137347435 |
Internformat
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| 245 | 1 | 0 | |a Luxury sales force management |b strategies for winning over your brand ambassadors |c Michaela Merk |
| 250 | |a 1. publ. | ||
| 264 | 1 | |a Basingstoke |b Palgrave macmillan |c 2014 | |
| 300 | |a xx, 213 pages |b illustrations |c 23 cm | ||
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| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 500 | |a Includes bibliographical references and indexes | ||
| 500 | |a Machine generated contents note: 1. What Salespeople Feel in their Hearts: The Sales Force-Brand Relationship Olympic Rings -- 1.1. LOVE is in the air -- How can we see that love is in the air? -- 1.A desire to touch -- 2. An explosion of creativity -- 3. Natural spontaneity -- 4.A passion to transmit -- 5. Giving human features to objects -- 6. Endless effort -- 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. Age -- 5. Character assimilation -- How can we see that salespeople identify with the brand they sell? -- Is brand identification always good? -- 1. The danger of the salesperson assimilating with the brand creator -- 2. The danger of the salesperson assimilating with the customer -- 1.3. TRUST: I can count on you! -- The benefits of a trusting sales force -- 1. No fear when recommending -- 2. No fear about price | ||
| 500 | |a Contents note continued: The two spheres in the trust-building process -- 1. Trust from outside the brand -- 2. 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? -- 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 -- 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 -- 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 -- Heart-winner 8 Training! Training! Training! | ||
| 500 | |a Contents note continued: 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 -- 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! -- 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 -- 3.2. 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! | ||
| 500 | |a Contents note continued: 4. How Brands Can Benefit from Strong Sales Force-Brand Relationships -- 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 -- 2. Verbal content -- 3. Intuition -- 5.2. Matching origins and values -- 5.3. Diversity over monotony | ||
| 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 | ||
| 650 | 4 | |a Sales force management | |
| 650 | 4 | |a Sales personnel | |
| 650 | 4 | |a Selling / Luxuries | |
| 650 | 4 | |a Employee motivation | |
| 650 | 7 | |a Marketingmanagement |2 gnd | |
| 650 | 7 | |a Führung |2 gnd | |
| 650 | 7 | |a Markenpolitik |2 gnd | |
| 650 | 7 | |a Luxusware |2 gnd | |
| 650 | 7 | |a Vertrieb |2 gnd | |
| 650 | 7 | |a Verkauf |2 gnd | |
| 999 | |a oai:aleph.bib-bvb.de:BVB01-027672410 | ||
Datensatz im Suchindex
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| any_adam_object | |
| author | Merk, Michaela |
| author_GND | (DE-588)1054161690 |
| author_facet | Merk, Michaela |
| author_role | aut |
| author_sort | Merk, Michaela |
| author_variant | m m mm |
| building | Verbundindex |
| bvnumber | BV042234138 |
| ctrlnum | (OCoLC)898266928 (DE-599)BVBBV042234138 |
| edition | 1. publ. |
| format | Book |
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| id | DE-604.BV042234138 |
| illustrated | Illustrated |
| indexdate | 2024-07-10T01:15:59Z |
| institution | BVB |
| isbn | 9781137347435 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-027672410 |
| oclc_num | 898266928 |
| open_access_boolean | |
| owner | DE-1049 |
| owner_facet | DE-1049 |
| physical | xx, 213 pages illustrations 23 cm |
| publishDate | 2014 |
| publishDateSearch | 2014 |
| publishDateSort | 2014 |
| publisher | Palgrave macmillan |
| record_format | marc |
| spelling | Merk, Michaela Verfasser (DE-588)1054161690 aut Luxury sales force management strategies for winning over your brand ambassadors Michaela Merk 1. publ. Basingstoke Palgrave macmillan 2014 xx, 213 pages illustrations 23 cm txt rdacontent n rdamedia nc rdacarrier Includes bibliographical references and indexes Machine generated contents note: 1. What Salespeople Feel in their Hearts: The Sales Force-Brand Relationship Olympic Rings -- 1.1. LOVE is in the air -- How can we see that love is in the air? -- 1.A desire to touch -- 2. An explosion of creativity -- 3. Natural spontaneity -- 4.A passion to transmit -- 5. Giving human features to objects -- 6. Endless effort -- 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. Age -- 5. Character assimilation -- How can we see that salespeople identify with the brand they sell? -- Is brand identification always good? -- 1. The danger of the salesperson assimilating with the brand creator -- 2. The danger of the salesperson assimilating with the customer -- 1.3. TRUST: I can count on you! -- The benefits of a trusting sales force -- 1. No fear when recommending -- 2. No fear about price Contents note continued: The two spheres in the trust-building process -- 1. Trust from outside the brand -- 2. 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? -- 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 -- 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 -- 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 -- Heart-winner 8 Training! Training! Training! Contents note continued: 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 -- 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! -- 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 -- 3.2. 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! Contents note continued: 4. How Brands Can Benefit from Strong Sales Force-Brand Relationships -- 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 -- 2. Verbal content -- 3. Intuition -- 5.2. Matching origins and values -- 5.3. Diversity over monotony 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 Sales force management Sales personnel Selling / Luxuries Employee motivation Marketingmanagement gnd Führung gnd Markenpolitik gnd Luxusware gnd Vertrieb gnd Verkauf gnd |
| spellingShingle | Merk, Michaela Luxury sales force management strategies for winning over your brand ambassadors Sales force management Sales personnel Selling / Luxuries Employee motivation Marketingmanagement gnd Führung gnd Markenpolitik gnd Luxusware gnd Vertrieb gnd Verkauf gnd |
| title | Luxury sales force management strategies for winning over your brand ambassadors |
| title_auth | Luxury sales force management strategies for winning over your brand ambassadors |
| title_exact_search | Luxury sales force management strategies for winning over your brand ambassadors |
| title_full | Luxury sales force management strategies for winning over your brand ambassadors Michaela Merk |
| title_fullStr | Luxury sales force management strategies for winning over your brand ambassadors Michaela Merk |
| title_full_unstemmed | Luxury sales force management strategies for winning over your brand ambassadors Michaela Merk |
| title_short | Luxury sales force management |
| title_sort | luxury sales force management strategies for winning over your brand ambassadors |
| title_sub | strategies for winning over your brand ambassadors |
| topic | Sales force management Sales personnel Selling / Luxuries Employee motivation Marketingmanagement gnd Führung gnd Markenpolitik gnd Luxusware gnd Vertrieb gnd Verkauf gnd |
| topic_facet | Sales force management Sales personnel Selling / Luxuries Employee motivation Marketingmanagement Führung Markenpolitik Luxusware Vertrieb Verkauf |
| work_keys_str_mv | AT merkmichaela luxurysalesforcemanagementstrategiesforwinningoveryourbrandambassadors |