Sales in a relational context: the example of luxury goods

La vente dans un contexte relationnel: l'exemple du luxe

Madeleine Besson () and Patricia Gurviez
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Madeleine Besson: NEGOCIA
Patricia Gurviez: AgroParisTech

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Abstract: This paper explores the management of an external sales-force in a relational sales context. Our study is based on qualitative interviews of luxury brands managers in charge of the sales force training. We therefore suggest a theoretical link between relationship marketing and organizational theories dealing with sales control systems.

Keywords: Management commercial; Secteur du luxe; Marketing relationnel (search for similar items in EconPapers)
Date: 2000-05
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Published in Décisions Marketing, 2000, 20, pp.47 - 55

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-02528030

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