Sales Techniques for Luxury Brands

The American Business School Paris

Course Description

  • Course Name

    Sales Techniques for Luxury Brands

  • Host University

    The American Business School Paris

  • Location

    Paris, France

  • Area of Study

    Business Administration, Fashion, Management

  • Language Level

    Taught In English

  • Prerequisites

    FASH 110

  • Course Level Recommendations


    ISA offers course level recommendations in an effort to facilitate the determination of course levels by credential evaluators.We advice each institution to have their own credentials evaluator make the final decision regrading course levels.

    Hours & Credits

  • US Credits

  • Recommended U.S. Semester Credits
  • Recommended U.S. Quarter Units
  • Overview

    The attitude, product knowledge and overall delivery/presentation of the product by the sales consultant/brand ambassador all play an equally important role in luxury and high-end fashion sales. This translates to a well-educated, skilled staff having superior communication skills and high level of presentation skills, and a customer centric approach.
    The objective of this course is to give students an understanding of the way luxury and high end fashion products and experiences are sold and to develop their capability to do so.

    The course is developed through lectures, discussion and group/individual presentations of case studies and role plays. Students are expected to thoroughly read text materials and participate in class discussion. Topics covered will include
    - Fashion and Luxury Selling & Marketing Concept - Brand knowledge and story-telling - Self-expression and sense of self - Understanding Buyer Behavior - Approaching the Customer and Securing Desire - Exceptional treatment and experience - Craftsmanship / Quality - Authenticity - The Rarity Factor - Emotional Bonding - Mystique - Servicing the Sale; Closing the Sale & Building Customer Relations - Ethical issues, Career Opportunities

    The final grade will be made up of class participation, articles and case studies handed in, role-plays a mid-term test and the final examination.

Course Disclaimer

Courses and course hours of instruction are subject to change.

Eligibility for courses may be subject to a placement exam and/or pre-requisites.

Credits earned vary according to the policies of the students' home institutions. According to ISA policy and possible visa requirements, students must maintain full-time enrollment status, as determined by their home institutions, for the duration of the program.

Please note that some courses with locals have recommended prerequisite courses. It is the student's responsibility to consult any recommended prerequisites prior to enrolling in their course.


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