Sales Force Management : Retail options, The Training plans, The POS and The E-tailing aspects

Running head: Sales Force Management
Sales Force Management
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Sales Force Management
Executive Summary
The given paper is focused on the case study of Loewe. The paper has been divided into four
sections whereby each section discusses a certain aspect of the study. In consideration of this, the
paper is based on understanding how the firm will be expanding in other countries and develops
its operations. The paper discusses the Retail options, the Training plans, the POS and the E-
tailing aspects. Each concept has been discussed critically.
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Sales Force Management
Table of Contents
E-tailing...........................................................................................................................................3
Rise of social networks and e-commerce....................................................................................3
Social media and e-commerce activities of Loewe.....................................................................4
The concept of E-tailing..............................................................................................................6
Recommendation for the e-tailing strategy for Loewe’s.............................................................8
POS................................................................................................................................................11
Introduction....................................................................................................................................11
Model HR function of Loewe:.......................................................................................................11
Visual Merchandising:...................................................................................................................12
Consumer Experience:...................................................................................................................14
Value added Service:.....................................................................................................................15
Training in sales techniques:.........................................................................................................16
Conclusion.....................................................................................................................................17
Training Plan.................................................................................................................................18
Training objective......................................................................................................................18
Content of training.....................................................................................................................18
Length of training......................................................................................................................19
Quality of training......................................................................................................................20
Method of training.....................................................................................................................20
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Sales Force Management
Target group...............................................................................................................................21
Accessibility..............................................................................................................................23
Sustainable Knowledge Transfer...............................................................................................23
Development of prototype.........................................................................................................25
Retail & Real Estate Management:................................................................................................26
The actual international retail presence of Loewe.....................................................................26
Explanation of the differences in the choice of market entry modes........................................27
Coherent international expansion strategy for the next five years............................................29
Rationale behind your chosen strategy......................................................................................31
Reference.......................................................................................................................................34
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Sales Force Management
E-tailing
Rise of social networks and e-commerce
The social commerce allows business towards bringing services and goods directly to the
consumers via their preferred medium. The social networking sites has long been used as the tool
for capturing the attention of the customers as well as direct them towards the e-commerce
webpage. However, in the current decade, the social media has become to new e-commerce
website. It is thus essential for the business firms to reap the benefits of the social commerce
towards best possible profit maximization from the customers. According to
Knowledge@Wharton. (2020), the social commerce tends to offer a more convenient
experiences for shopping for the consumers. For the business sellers, the social networks and the
e-commerce gives another chance towards reaching the masses as well as target the main
demographics. With the changing time, the social networks have evolved to develop as one of
the powerful tools for the customers while looking forward to discovering, shop and well as
interact with the other new brands. As per the literature, the social commerce has not only
becoming the essential factor or the necessity for any of the business organization for investing
but has also changing the expectations of the consumer (Åvall 2017). Though the new and the
innovative terrain might be very much tricky towards navigation, there lies some of the essential
factors that the business brand must keep in mind for smooth usage of the e-commerce webpages
and reaching out to the customers.
Regarding the context of the luxury brands, the research studies stated that the social
networks and the e-commerce has been increasingly gaining importance due to the luxury brand.
The luxury brands of the top fashion industry in slowly entering the e-commerce market with the
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Sales Force Management
launch of several serves. According to the data gathered from Wertz (2020), LVMH (Moët
Hennessy Louis Vuitton) is initiating to enter the social networking and e-commerce market in
the following year by launching a website as the experiential platform of online shopping as well
as the digital outpost for the iconic luxury department store of the brand (Helal and Ozuem
2019). These alteration at the luxury retail platform of ecosystem will be largely attributing to the
rise of the importance of the social networks and the e-commerce as well as the shopping
behaviors of the consumers.
As per the current research, the affluent and modern customers are inclined towards
shopping at the multi rand environment. By the recognizing the requirement of capitalization of
the rising appetite for the online luxury purchases and selling, the luxury brands are slowly
investing on the e-commerce and social networking websites. The high-end retailers are slowly
embracing to the e-commerce as the distribution channel (Guercini and Runfola 2015). The
luxury industry has now been playing the catch up for answering the evolving digital habits of
some of the affluent customers. As per the reports, the consumers are clear that they view the
future of the luxury brands within the digital platform. The specialty as well as the essence of the
luxury has been changing from the emphasis over the physical products towards the focus over
the digital pictures.
Social media and e-commerce activities of Loewe
LVMH (Moët Hennessy Louis Vuitton) is currently moving to the London flagship at the
Bond Street for catering the burgeoning business ready to wears. The brand went to a revival
under Anderson who joined the brand in the year 2013 with the aim of reconfiguring the codes of
the brand for the millennial audience. These includes the launch of successful handbags and
growing business wear of women. The brand is initiating towards further investments with a
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Sales Force Management
good collection of the leather goods. LVMH is furthermore planning to invest in the London
maison for exploiting the positive momentum of the brand. According to the brand owners, the
old store of Loewe, which was situated in the Mount Street was too small for a fashion capital,
hence the new prime location will provide the brand with enough space for proper showcase of
accessories and clothing followed by the host of pop ups and art programs (Helal and Ozuem
2018).
Regarding the social media and e-commerce activities of Loewe, it can be stated that the
luxury brand has not yet initiated and enrolled themselves in the field of e-commerce and social
networking. For the luxury brands like Loewe, it has always been all about the brick and the
mortar. As per these luxury brands, the physical stores allow it to roll out the red carpet feeling
as well as deliver some of the premium and white glove services to its customers together with
the maintenance of the full control over the experience of the targeted customers. According to
Broillet, Dubosson and Varone (2009), the luxury brand, Loewe have shied away from the
platform of social networking and e-commerce with the fear of the factor that online e-commerce
and retailing might dilute the brand image of the luxury brand and might also reduce the
sensitivity towards its exclusivity. Another reason which instigated Loewe from staying away
from the e-commerce was the perceived lack of control, that is the quality related to pricing, the
sales environment, the customer experiences at the store as well and the third party pure play of
multiple brand in the online platform.
Thus, from the given case study, it can be summarized that Loewe is not involved in the
online platform and this luxury brand prefers to open store and investing in physical location
rather than engaging in social media and e-commerce activities.
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Sales Force Management
The concept of E-tailing
The word, “E-tail” belongs from the root within the word, ‘retail’ (Fazal-e-Hasan et al.
2019). The letter E within the word stands for electronic since the process of shopping happens
through the electronic media. The concept involves the use of the web space for the development
of a virtual shop where the products are being displayed with attractive images with all the
features and the price tags. E-tailing enables access to the shopping sites for the customers for
choosing product from multiple options. The concept of e-tailing can be described as the selling
of the retail products over the platform of internet or social network (Kim 2013). The word e-
tailing is somewhat synonymous with business to consumer transactions. This buzzword that
takes place over the internet platform for any of the B2C transactions is simply the selling of the
goods by brands and sellers via the online platform. Electronic Retailing enables the business
organizations to reach its potential customers within and over its territory via the online platform.
This is furthermore enabling firms and the brands to explore a wide range of customer
population , while their products and services are available to a wide range of customers via the
online platform, which are resulting in increase of their profit margin.
According to the research studies, e-tailing has resulted towards the development of e-tail
ware, a software tools which is used for the development of online catalogs as well as
management of the business that are connected with e-tailing (dos Santos 2016).
The entire process or the steps of e-tailing involves 5 general steps. These are customer
visit, product choice, online payment, delivery of product and the customer feedback. There are
several benefits of the process of e-tailing. These are that it reduces the occupied space by the
retail outlets at the real world. E-tailing furthermore gives easy and quick access towards the
shopping space any of the convenient time from any location with proper internet access (Holten,
Olsen and Lind 2016). E-tailing helps in saving time of the consumers which they spent over
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