Flashcards: Strategic Luxury Sales Management — 16 cards

Sales management — definition?

Control and standardize sales behavior.

Strategic role of sales management?

Aligns sales with brand, marketing, and corporate goals.

Luxury sales organization — focus?

Segmented teams for VIP, retail, wholesale.

People management in luxury?

Training, coaching, motivation, and performance feedback.

Sales performance tools?

KPIs, dashboards, CRM, reports.

CRM — purpose?

Centralize customer info and track interactions.

Sales team roles?

Salesperson, manager, director, operations.

Salesperson — responsibility?

Execute sales, build relationships, CRM data entry.

Sales manager — focus?

Lead teams, deploy targets, monitor KPIs.

Sales director — role?

Define strategy, set objectives, manage key markets.

Sales evolution in luxury?

From transactional to strategic demand control.

Sales impact on business?

Revenue, market share, retention, brand perception.

Sales strategy — focus?

Target markets, value proposition, pricing, distribution.

Sales operations — role?

Support processes: orders, contracts, CRM, reporting.

Brand identity — importance?

Ensures sales activities reinforce brand prestige.

Value-driven sales — emphasis?

Quality, exclusivity, customer experience.