Direct Selling Channels

by Rosenbloom; Bert

• ISBN13: 9781560244462
• ISBN10: 1560244461
• Edition: 1st
• Format: Nonspecific Binding
• Copyright: 1993-04-28
• Publisher: Routledge

Summary

Here is the first book to examine direct selling--the distribution of consumer products and services through personal, face-to-face sales away from fixed business locations. Direct selling has long been a major marketing channel for companies around the world. In the U.S. alone, by the start of the present decade, direct selling accounted for $12 billion in sales volume produced by almost five million independent direct salespeople. In this fundamental resource, leading authorities who have spent years studying direct selling channels provide in-depth insights, analyses, and research findings on such key topics as customer response patterns, sales motivation, personal selling methods, minority participation, multinational direct selling, and directions for future research in direct selling.

Table of Contents

Introduction	p. 1
Direct Selling Channels: An Appraisal of Key Strategic Issues	p. 3
Consumer Responses to Direct Selling: Love, Hate . . . Buy?	p. 25
Motivation to Become a Direct Salesperson and Its Relationship with Work Outcomes	p. 41
The Role of Personal Selling in Direct Sales Organizations	p. 57
Sex-Role Self-Concept and Direct Sales Success in Minority Saleswomen	p. 71
Direct Selling: A Multinational Strategy	p. 79
Current Status and Future Directions for Research on Direct Selling Channels	p. 95
Table of Contents provided by Blackwell. All Rights Reserved.