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Sales in a relational context : the example of luxury goods
[La vente dans un contexte relationnel : l'exemple du luxe]

Author

Listed:
  • Madeleine Besson

    (NEGOCIA)

  • Patricia Gurviez

    (AgroParisTech)

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.

Suggested Citation

  • Madeleine Besson & Patricia Gurviez, 2000. "Sales in a relational context : the example of luxury goods [La vente dans un contexte relationnel : l'exemple du luxe]," Post-Print hal-02528030, HAL.
    • Handle: RePEc:hal:journl:hal-02528030
    as

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