selling-the-luxury-experience

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Selling Luxury

Author : Robin Lent
ISBN : 0470498374
Genre : Business & Economics
File Size : 86. 83 MB
Format : PDF, Kindle
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Praise for Selling Luxury "Geneviève and Robin have brought together their talents to create a book that gives all Sales Ambassadors the fundamentals in selling and building customer loyalty." —Hamida Belkadi, CEO, De Beers Diamond Jewellers, USA "Selling Luxury is filled with ways of exceeding each client's expectations through offering a service that surprises and delights." —Aaron Simpson, Group Executive Chairman, Quintessentiall What does it take to sell high-end luxury creations to the richest clients in the world? In Selling Luxury, Robin Lent and Genevieve Tour, with thirty years of combined experience, share their savoir-faire. You'll also pick up tips from multi-million dollar luxury sales professionals who will help you understand the complexities of the universe of luxury. Selling Luxury will show you how a salesperson can acquire Sales Ambassador status by offering the impeccable service associated with the world's most prestigious brands.

The New Luxury Experience

Author : Wided Batat
ISBN : 9783030016715
Genre : Business & Economics
File Size : 64. 9 MB
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This professional book introduces marketing and luxury brand professionals to a new definition of luxury and the art of designing the ultimate luxury experience in both the physical space (e.g., in-store, hotel, restaurant) and the digital space (e.g., social media, website, e-commerce). Specifically, it offers an overview of customer experience issues and explores big five experiential strategies that can be applied by luxury houses in order to provide the best luxury experience to their customers. Themes such as quality of customer luxury experience, immersion and co-production/co-creation in luxury, creation and management, digital and immersive marketing, and innovative market research are also examined. How do consumers define luxury? Is there one luxury or several “luxuries”? What kind of luxury experiences consumers want to live? How can luxury houses design the ultimate luxury experience? More than in any other sector, luxury consumption is a response to a search for emotions, pleasure, uniqueness, consideration and greatest services. The luxury consumer wants to live luxury experiences – not just buy luxury products or services. In this way, this book presents the luxury consumption experience as a combination of symbolic meaning, subconscious processes and nonverbal cues and characterized by fantasies, feelings and fun. Featuring case studies and interviews from international luxury sectors and brand managers such as Burberry, Dior, Porsche, Breitling, St. Regis Hotels & Resorts, and Louis Vuitton, among others, this book offers both a research and management perspective on luxury experience to professionals in the luxury sector (e.g., CEOs, brand managers, marketing and communication professionals), as well as marketing professors, students, and people eager to learn more about how to design the ultimate luxury experience. Praise for The New Luxury Experience “This book provides a holistic perspective on marketing of luxury brands, offering both useful practical advice as well as illustrating important cases.” -- Ravi Dhar, Director, Yale Center for Customer Insights, Yale University “Wided Batat’s book offers a fresh, insightful and comprehensive analysis of the concept of the consumer’s experience with luxury whatever that may be. The Five experiential luxury strategies proposed by Wided highlight that luxury management should go above and beyond the design and branding of luxury goods and services. I also commend the consideration given to the younger generations’ approach to luxury and to corporate social responsibility aspects. Luxury marketers should find this book very useful indeed.” -- Francesca Dall’Olmo Riley, Professor of Brand Management, Kingston Business School, UK

Luxury Selling

Author : Francis Srun
ISBN : 9783319455259
Genre : Business & Economics
File Size : 37. 51 MB
Format : PDF, Mobi
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Srun shows how the psychology of luxury brands truly plays into high value customer motivations and unlocks the potential to understand their decision processes which are unlike that of any other customer. Selling to very wealthy, demanding customers – whether you’re selling luxury products or high value bespoke professional services – is a very different process to selling anything else to anyone else. Francis Srun has twenty years experience in the luxury industry, based in France, Switzerland, China and Hong Kong, most recently with Maison Boucheron. The first step is learning how to physically embody “Luxury”. You need to look, speak, and move “Luxury”. The true luxury attitude is not submissive nor is it hauteur – it is gentle, generous and simply, truly human. Success comes from not just being professional but from building a genuinely luxury relationship with clients. To do that you need to truly understand your client. High value customers today are younger, international in outlook and residence, and increasingly from Asia. Their buying motivation is always about self-affirmation and pleasure and never about money. The luxury customer’s decision process is unlike that of other customers. While emotion is important when selling anything to anyone – with luxury selling it is paramount. Srun shows how the psychology of Brand, Product, Place, Price and Time all play a role in customer’s motivations. Finally this book guides you step by step with concrete examples and useful techniques through the seven steps of luxury selling: be prepared to sell, welcome appropriately, listen genuinely, propose and present with style, meet objections with persuasion rather than refutation, conclude sharply and finally gain loyalty for a long term relationship.

Luxury Marketing

Author : Klaus-Peter Wiedmann
ISBN : 9783834943996
Genre : Business & Economics
File Size : 58. 48 MB
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​ The luxury market has transformed from its traditional conspicuous consumption model to a new experiential luxury sensibility that is marked by a change in how consumers define luxury. In a global context, it is crucial to understand why consumers buy luxury, what they believe luxury is, and how their perception of luxury value impacts their buying behavior. This handbook aims to provide a holistic approach to luxury marketing with respect to the characteristics and the key challenges and opportunities of luxury brand management. Therefore, the multifaceted contributions by authors from different parts of the world will offer both a research and management perspective of luxury marketing and deliver a concentrated body of knowledge with contributions from diverse elements.

The Management Of Luxury

Author : Benjamin Berghaus
ISBN : 9780749471675
Genre : Business & Economics
File Size : 72. 19 MB
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In The Management of Luxury, 50 contributors from 11 countries and 23 top academic institutions working at the forefront of luxury management research provide experienced luxury managers and luxury researchers with insightful marketing and management perspectives on the luxury market. The Management of Luxury is a book for those who marvel at the industry unlike any other; those who consider managing in it as a constant balance between trusting the conventional and trying the innovative to enable the extraordinary. Including case studies on iconic brands such as Burberry, Louis Vuitton, and Leica, The Management of Luxury equips readers with innovative insights and perspectives to better understand the nature of the luxury industry so they can more effectively manage businesses in the luxury market.

Friars Guide To New Zealand Accommodation For The Discerning Traveller Two Thousand And Nine

Author :
ISBN : 9781869711320
Genre : Bed and breakfast accommodations
File Size : 70. 55 MB
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The Friars Accommodation Guide quickly established a reputation as a beautiful handbook of top-class accommodation throughout New Zealand, complete with full colour photographs of the venues and descriptive text of special features and amenities. Now in their 14th year of publication, the Friars Guide continues to offer the discerning traveller reliable information on the best places to stay in New Zealand. Featuring top of the range bed and breakfast and self-contained accommodation, along with the best accommodation offering fine dining, this guide is the definitive reference to top New Zealand accommodation.

The Luxury Market In India

Author : G. Atwal
ISBN : 9781137264169
Genre : Business & Economics
File Size : 82. 6 MB
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A window into the highly complex Indian luxury market, providing strategies to guide brands in entering this high potential market and capturing the luxury rupee. Sets out to uncover strategies that will help to avoid market failure and leverage opportunities to win in India.

Luxury Retail And Digital Management

Author : Michel Chevalier
ISBN : 9781119542339
Genre : Business & Economics
File Size : 90. 49 MB
Format : PDF, Kindle
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Develop a winning customer experience in the digital world Luxury consumers are changing – they come from all over the world, they are young and they are digital natives. How can luxury brands that have built themselves as pure physical players adapt their business model and practices to address their expectations without abandoning their luxury DNA? Luxury Retail and Digital Management, 2nd Edition sets focus on the major retailing challenges and customer evolutions luxury brands are facing today: the digitalisation and the emergence of the millennials and Chinese luxury consumers. These major changes have been affecting the distribution and communication channels of luxury brands; they now have to think simultaneously physical stores and e-commerce, global marketing and digital marketing. • Defines all the tools that are necessary to manage luxury stores including analysis of location and design concept • Explores the selection, training and motivation of the staff • Covers everything executives, managers and retail staff need to know in order to enter, expand, understand and succeed in the world of luxury retail Written by luxury retail experts Michel Chevalier and Michel Gutsatz, who lend their solid academic credentials and professional expertise to the subject, Luxury Retail and Digital Management, 2nd Edition provides deep insight into the main challenges that luxury brands are facing in this digital age.

Secrets Of Selling To The Super Rich

Author : Doug Gollan
ISBN : 1533467226
Genre :
File Size : 74. 71 MB
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No matter where you are, there are Super Rich individuals and families-that is, households with a net worth of at least $30 million. Despite representing 0.000029 of world population, they account for nearly 20% of luxury sales. They are predominantly self-made, grew up without luxury, and as they were getting rich, spent most of their time on their businesses, not buying luxury loafers. Because they don't fit the stereotype, many luxury marketers are out-of-step about how to develop relationships, and how to effectively market and sell to today's Super Rich. Business superstars Doug Gollan, Michael Calman and Daniel Wade offer advice on how to land and engage with the Super Rich. This book features interviews from 'sales superstars of luxury, ' star sellers who have been on the front lines of ultra-luxury transactions spanning millions upon millions of dollars. These pros, whose main focus isn't on focus groups, have extensive experience and direct contact selling to the Super Rich. The 'sales superstars' share misperceptions about the Super Rich, and through recounting stories relate how their background, experience, knowledge, and selling secrets have served to create extraordinary marketing opportunities. Their insights will not only surprise you, but better prepare you for becoming a sales superstar yourself! "

To Sell Is Not To Sell

Author : Greta Schulz
ISBN : 9781440107481
Genre : Business & Economics
File Size : 74. 60 MB
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Greta defines what it means to sell without selling. The true value of this book is that it can be equally applied by the sales veteran and the rookie. To Sell is Not to Sell lets you see that selling is about having a mutually beneficial relationship and creating the true Win-Win. Frank DeRaffele, Nationally Syndicated Host of the Entrepreneurial Excellence Radio Show Greta Schulz is amazing! She takes the process of selling to a whole different level. If you're willing to follow her advice you will learn how to stop selling and start making some real money. It will change your sales career. Everyone should read this book!! Sue Eusepi, Aflac Regional Sales Coordinator Our Sales executives give Greta's training an A+. Ray Shaw, President and CEO of American City Business Journal Past President of Dow Jones.

Selling Cruises

Author : Claudine Dervaes
ISBN : 0766849473
Genre : Business & Economics
File Size : 34. 85 MB
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Selling Cruises, 2E gives students a thorough understanding of cruise travel, from freighters to luxury cruising. Knowledge of geography and cruise destinations is emphasized, with all world ports identified on maps and described with marketable appeal. The book also presents key information on applying effective sales skills, qualifying clients for selecting the right cruises and nautical terminology, and references on cruise lines and ferry services offer useful introductions to this unique industry in travel. Benefits: Includes Web site addresses New information on freighter services New marketing and promotional ideas Teaches advantages and disadvantages of cruise travel Explains cruise charts, pricing procedures, booking terms, and defines cruise terminology from A to Z

The Luxury Strategy

Author : Jean-Noël Kapferer
ISBN : 9780749464929
Genre : Business & Economics
File Size : 69. 67 MB
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The Luxury Strategy, written by two world experts on the subject, provides the first rigorous blueprint for the effective management of luxury brands and companies at the highest level. It rationalizes those business models that have achieved profitability and unveils the original methods that were used to transform small family businesses such as Ferrari, Louis Vuitton, Cartier, Chanel, Armani, Gucci, and Ralph Lauren into profitable global brands. By defining the differences between premium and luxury brands and products, analysing the nature of true luxury brands and turning established marketing 'rules' upside down, it has established itself as the definitive work on the essence of a luxury brand strategy. This fully revised second edition of The Luxury Strategy explores the diversity of meanings of 'luxury' across different markets. It also now includes a section on marketing and selling luxury goods online and the impact of social networks and digital developments, cementing its position as the authority on luxury strategy.

Orient Express Magazine

Author :
ISBN : IND:30000087831362
Genre : Travel
File Size : 42. 96 MB
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Luxury Strategy In Action

Author : J. Hoffmann
ISBN : 9780230361546
Genre : Business & Economics
File Size : 73. 43 MB
Format : PDF
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Written by experts in Luxury and Fashion Management at SKEMA Business School this exciting new book offers a new perspective that challenges the established rules of the luxury and fashion industry. The authors and contributors examine the evolution of luxury strategy and how the luxury industry is being redefined in the twenty-first century.

The Art Of Luxury Selling

Author : Peter Aristodemou
ISBN : 3734501954
Genre :
File Size : 57. 81 MB
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Peter Aristodemou's approach helps retail luxury brands integrate retail training into business and sales strategy, ensuring measurable results, a return on investment, and happy customers.

Selling To The New Elite

Author : Stephen KRAUS
ISBN : 9780814416549
Genre : Business & Economics
File Size : 73. 75 MB
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Based on unprecedented research, The New Elite took a behind-the-scenes look at America’s most powerful and influential class—what motivates them, how they think, where they shop, and how they really spend their money. In this practical and fascinating follow-up, the authors reveal how salespeople and marketers can hone in on this wealthy class, pique their interest, and convert them into loyal customers. Presenting the best practices behind hundreds of mutually satisfying interactions between salespeople and buyers—based on studies of elite companies such as Lexus, Chanel, Neiman Marcus, Four Seasons, Cartier, and Louis Vuitton—Selling to the New Elite reveals what the truly rich want from brands, what they expect from the marketplace, and how the Great Recession has reshaped their purchasing patterns. Loaded with insight and indispensable techniques, this one-of-a-kind guide shows readers everywhere how they can win over the wealthiest customers...and become rich themselves.

Adaptive Space How Gm And Other Companies Are Positively Disrupting Themselves And Transforming Into Agile Organizations

Author : Michael J. Arena
ISBN : 9781260118032
Genre : Business & Economics
File Size : 60. 4 MB
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Lack of Agility is the kiss of death. Position your company to succeed in world of change. To edge out the competition in today’s disruptive environment, you need to ensure that your company is agile—that it can respond to change instantly and effectively. Because fast and furious change is the only thing you can count on in business today. Network expert Michael Arena helped enable GM’s legendary turnaround. In these pages, he explains how you can transform your own company through the concept of adaptive space. Based on hundreds of interviews and the author’s own groundbreaking study of dozens of organizations spanning a variety of industries, Adaptive Space shows how to position your company for today—and for the future—by enabling creativity, innovation, and novel ideas to flow freely among teams, across departments, and throughout the company. Using GM as the main case study—along with the stories of other highly adaptive organizations, like Apple, Amazon, Disney, and Gore—Arena provides a model you can follow to reinvent your company. It’s about inspiring employees to explore new ideas, empowering the most creative people and teams to spread their ideas across the organization, and operationalizing the entrepreneurial spirit so adaptability is set in stone. Hesitation is a killer in today’s business landscape. With Adaptive Space, you have everything you need to confront disruption with smart, confident actions and seize the valuable opportunities that come with change.

Architectural Record

Author :
ISBN : UOM:39015007575114
Genre : Architecture
File Size : 28. 58 MB
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Selling Outside The Box

Author : b2b Sales Coach
ISBN : 9781439243978
Genre : Business & Economics
File Size : 39. 83 MB
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Sell more products, more profitably, more often!Selling Outside the Box-Part 1 and Selling Outside the Box-Part 2 are practical and motivational sales guides, created to help you excel in your sales career within the office equipment industry.Learn how a great Sales Representative with an inferior product will always outperform a poor Sales Representative with a superior one. And how developing the right mindset and work processes will help you to consistently succeed in the highly competitive office equipment industry.Whether you are selling a color printer, multifunction copier or a complete software solution which includes multifunction hardware ( print / copy / fax / scan ) these sales guides effortlessly guide the reader from basic through to advanced selling skills in an easy to read format. Numerous practical industry examples are extensively used throughout both Part 1 and Part 2 which benefit both experienced and new entrants to the industry.Forge ahead of your competition.

Interpretations Of Luxury

Author : Linda Lisa Maria Turunen
ISBN : 9783319608709
Genre : Business & Economics
File Size : 49. 30 MB
Format : PDF
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Exploring the elements that constitute the perceived luxuriousness of a brand, this book addresses the changing definitions of the term ‘luxury’ in today’s world. Taking the approach that the concept of luxury evolves from the consumer, the author introduces a conceptual model which explains how the consumer interprets the luxuriousness of a brand. This innovative study analyses the key elements that influence luxury branding, such as extended product, perceived uniqueness, authenticity and context specificity. By critically reflecting on the existing definitions of luxury and its challenges, this book makes a unique contribution to research and an essential read for marketing students and scholars.

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