Ch. 17 Personal Selling and Sales Management

I believe purchasing a Rolex is a relatively easy buy. When one talks about a brand new Rolex one can talk about going to a store and how they will clear any questions one has related to the watch. Although watches can be a little bit more complicated when one talks about vintage or a rare time piece.

A watch sale gets more personal and more detailed when one is looking for a very specific watch.  For example, the Daytona Paul Newman. One needs to go to a collector or action house to find one. There one will have a much more detailed explanation as to why the watch is so iconic. A collector probably has more knowledge of the watch than a regular retail assistant, even though you are required to know the Rolex history in order to work at a Rolex store.

Qualified prospects, detailed explanation, and complexity of the goods are all factors of personal selling that are found in the watch industry sales force, but are better suited when applied to collective time pieces.

Detailed description of a "Paul Newman Daytona"

The experience of buying a unique watch includes all aspects of personal selling. 

On the video below one can have an idea of a detailed explanation that is expected when one has a personal selling experience buying a vintage Rolex. 

When one is selling a unique watch one defines sales goals. In the case of a Rolex watch one wants to sell it for the highest price possible and make the most profit. A good example of this is auction houses. 

In an auction house one will have extremely knowledgeable people trying to create the best deals. The same way an insurance company has a goal to sell $50 million dollars in life insurance, an auction house has a "quota" to achieve.

In conclusion, the sale of a rare watch hits every spot in personal selling and sales management. You need way more than traditional selling to sell these unique pieces and an extremely well define structure of sales management to achieve final goals.