Ch. 17 - Personal Selling and Sales Management

                Personal selling and sales management is a major factor for BMW because buying a car isn’t like buying toothpaste, with cars a person has to analyze all aspects to be sure this car is for them and being this will be a large purchase they will most likely be keeping their car for a long period of time. However on the other hand when a person buys toothpaste they just grab whichever one seems the best because it’s cheap and will be replaced soon. BMW focuses more on the selling process than sales management, why have a person trying to persuade their customer about BMW cars when the car itself can show the customer why they should buy. Over the years BMW has improved their brand name to a point where constant advertising isn’t necessary, for example not often you will see a BMW commercial, especially compared to how often you see other car company commercials. BMW created that luxury social class therefore when it comes to prospecting BMW will just post some information on their social media site or website and the word would spread from there. Secondly BMW has a strong concern for their customer wants and needs that is why they are constantly upgrading the technological system and body structure of their cars to obtain maximum comfort and easy driving so the driver and passengers can feel the “BMW lifestyle”, also a customer can go to BMW and click “My BMW” and choose all the features BMW provides for its cars and modify them in the order that fits them the best. I commend BMW for increasing their brand status to where it is and having that luxury social class, it also benefits them because when it comes to sales there is no negotiating its either you have the money/credit to buy or you don’t.