Ch. 17 - Personal Selling and Sales Management

Nike uses very little sale management due to the fact the Jordan brand name has already built a name for itself. The brand is not very sales oriented, and does not have to be because of the marketing and branding the consumers did for them. In fact the only interaction made with consumers and the company are by giving the created list release dates and shoe of up to a whole year with very few surprise releases within the set quota of specific shoes being produced. These lists are not even promoted by Nike but giving to reliable sources as a way of creating anticipation and not a promise. Jordan brand is still making over $100 Million dollars of year without the need of attacking sales promotion. Personal selling comes into play into the market of re sellers and sneaker group cultures not from the company Nike itself, but the consumers. The consumers creates the sales management for the company. The company usually comes out with a quota of how much shoes will be produced to sell worldwide which in most scenario's sell out on first few release days which leads to the market of sneaker collectors buying and selling shoes. Nike does not state that they use knowledge management from consumers, but it can be assumed that they retrieve information from  sales numbers, outrageous lines, and how fast they sell to predict the value of the shoes for next retro releases. The demand that is created after they sell out one year helps Nike know how much to produce and sell the retro version of the same shoes a few years later, and attack sales differently.

Sneaker Con ( Sneaker Convention for Buying and Selling )