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Emerald | Multimedia Zone
Featured video: How salespeople deal with intergenerational relationship selling
The Millennial generation (born after 1981) of salespeople is projected to become the apparent heir to replace top-end Baby Boomers expected to retire at an alarming rate over the next five years.
This problem poses a significant challenge in that buyer-seller relationships will need to form between members of different generations. Managers can help younger salespeople develop strategies for managing older buyers. These strategies are establishing similarities, building credibility, showing dependability, demonstrating professionalism, and showing youthful enthusiasm.
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Featured audio: Marketing and Logistics
Luxury brands go back to nature
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A mountain, a forest, a river and a basic wooden boat on which sits a make-up free and casually dressed Angelina Jolie, her unlaquered hair blowing gently in the breeze; if you want hard evidence of the latest trend in advertising, look no further than Louis Vuitton.
Its collection of handbags, clothing, jewellery, watches and accessories is among the most luxurious in the world, yet the company is advertising them using a 'back to nature' theme reminiscent of eighteenth-century Romanticism.
Its newspaper ad is simplicity itself; below the large picture of Angelina Jolie, Luis Vuitton bag by her side, is the line, 'A single journey can change the course of a life: Cambodia, May 2011' and an invitation to 'follow Angelina Jolie at louisvuitton.com'.
The web page, which also takes up the 'back to nature' theme, contains a short message from the actress on the residual danger of land-mines in Cambodia.
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02: Talking Management
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Engaging talk split into 8 short videos, by Editor-in-Chief Dr Bachani, on preparing teaching cases for publication.
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Audio content is drawn from reviews in our Emerald Management Reviews database, which is updated monthly with independent reviews of every article in the world's top management publications.
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