Direct selling

Short description: Business model

Direct selling is a business model that involves a party buying products from a parent organization and selling them directly to customers. It can take the form of either single-level marketing (in which a direct seller makes money purely from sales) and multi-level marketing (in which the direct seller may earn money from both direct sales to customers and by sponsoring new direct sellers and earning a commission from their efforts).[1]

According to the US Federal Trade Commission: "Direct selling is a blanket term that encompasses a variety of business forms premised on person-to-person selling in locations other than a retail establishment, such as social media platforms or the home of the salesperson or prospective customer."[2]

Modern direct selling includes sales made through the party plan, one-on-one demonstrations, and other personal contact arrangements as well as internet sales.[3] Some sources have defined direct selling as: "The direct personal presentation, demonstration, and sale of products and services to consumers, usually in their homes or at their jobs."[4][5]

Avon, Oriflame, Mary Kay, Amway, and Nu Skin Enterprises are examples of direct-selling companies.

## See also

* Account-based marketing
* Direct marketing
* Guanxi
* Lead generation
* Lead management
* Personal selling
* Relationship marketing
* Social selling

## References

1. ↑ Brown, Carolyn M. (19 July 2010). "8 Things You Should Know Before Becoming a Direct Seller". Inc.. https://www.inc.com/guides/2010/07/8-things-you-should-know-before-becoming-a-direct-seller.html.
2. ↑ "Business Guidance Concerning Multi-Level Marketing". Federal Trade Commission. 4 January 2018. https://www.ftc.gov/tips-advice/business-center/guidance/business-guidance-concerning-multi-level-marketing.
3. ↑ Merrilees, Bill; Miller, Dale (1999). "Direct Selling in the West and East: The Relative Roles of Product and Relationship (Guanxi) Drivers". Journal of Business Research 45 (3): 267–273. doi:10.1016/S0148-2963(97)00238-5.
4. ↑ Michael A. Belch George E. Belch Advertising and Promotion: An Integrated Marketing Communications Perspective, 7/e., McGraw-Hill/Irwin, 2006
5. ↑ Xardel, Dominique (1993). The Direct Selling Revolution. Understanding the Growth of the Amway Corporation. Blackwell Publishing. pp. 3–4. ISBN 978-0-631-19229-9.

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