Luxury Retail and Digital Management by Michel Chevalier & Michel Gutsatz

Author:Michel Chevalier & Michel Gutsatz [Chevalier, Michel & Gutsatz, Michel]
Language: eng
Format: epub
ISBN: 9781119542353
Publisher: Wiley
Published: 2020-03-06T00:00:00+00:00

For brand Y, it was another story:

In London / Geneva / Brussels / Madrid / Milan: fixed salary.

In Munich: fixed salary + individualised variable part.

In Paris: fixed salary + collective variable part.

This means that the pay structures were not determined by local practices (since they varied from one brand to another in the same city) but by the local history of the brand, and the unfortunate fact that no European remuneration strategy system was set up at the time. This was confirmed by the pay structure in the company where the author worked. As we know, the remuneration system has a significant impact on the way in which a customer relationship develops. This implies that luxury brands, if they consider this relationship as strategic, should first and foremost review the remuneration system of sales staff.

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