Case ID: BH157
Solution ID: 10932

Developing the Sales Force Growing the Business The Direct Selling Experience

Case Solution

With worldwide sales topping $85 billion, the scope and scale of direct selling warrants greater understanding of its chief asset: the sales representative. Self-employed individuals, these reps are instrumental to their firms' success and growth. Interviews with direct selling executives have helped identify universally applicable sales force success variables: selecting the right individuals, maintaining their motivation, developing the appropriate skills, and providing high perceived value and supply. With an independent sales force framework, it is imperative for direct selling firms to implement programs that aid in finding and keeping strong individual sellers.

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