Of the top fifteen international luxury brands, seven are French. French brands represent 25% of the world market in luxury personal assets (fashion, accessories, perfume, watches and jewellery), or 212 billion euros (Cabinet Bain & Company – 2012). (1) In this sector, where making the clients’ dreams come true is essential, the sales force plays a vital role. Michaela Merk, a specialist in marketing and international retail, chose to spend 4 years researching the link between the brand and its sales force. What alliances should be created? What is the best way to manage a sales team so that they embody the brand values? In April 2014 Michaela Merk published a methological book: Luxury Sales Force Management.
“The link between the brand and its sales team is a very close one,” explains Dominique Perrin, non-executive Director of the Richemont group, “management needs to bring the brand to life to the point that it becomes a ‘loved one’ at the heart of the sales team.” (3)