Luxury Sales Force Management [electronic resource] : Strategies for Winning Over Your Brand Ambassadors /
Merk, M.author.
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.
Description based upon print version of record.
Cover; Contents; List of Tables, Figures and Illustrations; Foreword; Key contributors to this book; Acknowledgments; Author's Note; Introduction: Strengthening the Relationship between the Sales Force and their Brand is a Must, Not a Choice!; 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 IWhich 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
The two spheres in the trust-building process1 - 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!; 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!
Includes bibliographical references and index.
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.
Management.
Personnel management.
Office management.
Organization.
Planning.
Leadership.
Management.
Human Resource Management.
Office Management.
Organization.
Business Strategy/Leadership.