Strategic Luxury Sales Management

📋 Course Outline

1. Definition and strategic role of sales management
2. Sales organization and people management in luxury contexts
3. Sales performance monitoring and use of KPIs and CRM
4. Roles and responsibilities within sales teams: salesperson, manager, director, and operations
5. Evolution of sales from transactional to strategic function in luxury markets
6. Impact of sales on business performance including revenue, market share, retention, and brand perception
7. Distinction between sales strategy and sales operations with examples in target markets, value proposition, pricing, and distribution
8. Key learnings on sales management as a strategic, value-driven function aligned with brand identity

📖 1. Definition and strategic role of sales management

🔑 Key Concepts & Definitions

• Sales Management: Control and standardize sales behavior.
• Brand Strategy: The approach that defines how a brand positions itself in the market to create value and support business goals.
• Sales strategy: A medium to long-term plan that determines where to compete, who to sell to, and how to create value.

📝 Essential Points