With worldwide sales topping $ 85 billion, the volume and extent of direct sales provides a more profound understanding of its main asset: the sales representative. Self-employed persons, the representatives have an important role in their success and growth of firms. Interviews with leaders of direct sales helped define universally applicable sales force varying success: choosing the right people to maintain their motivation, development of skills, and provides a high perceived value and demand. As part of the independent sales force, it is important for direct sales company to implement programs that help to find and keep a strong individual sellers. "Hide
by Victoria L. Crittenden, William F. Crittenden Source: Business Horizons 6 pages. Publication Date: September 15, 2004. Prod. #: BH157-PDF-ENG
Related Case Solutions & Analyses:
Evaluation Questions for Assessing Post-Merger-Integration Consultants
Coastwide Labs: Product and Strategy Redesign in Commercial Cleaning Products
Open Skies: Allocation of Landing Slots at Hong Kong Airport
Slouching Toward Broadband: Revisited in 2005
Cap Gemini Ernst & Young: Global Merger (B)
Simulation of Prices Rates and Cash Flows (A)
Note on the FDReview Process for Medical Devices
Jane Lennox
Angels in British Columbia
Slade Plating Department, Chinese Version
