direct selling

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The process whereby the producer sells to the end users, final consumer, or retailer without intervening middlemen such as wholesalers, retailers, or brokers outside of a fixed retail location and usually in the home or workplace of the potential buyer. This typically involves face to face presentation, communication, negotiation, and persuasion using a direct sales force. It is probably the oldest form of commercial distribution, and, with the growth of the Internet, its importance is diminishing for consumer goods and commodity services but is still important in the sale of specialized goods and services. See also sales.

Subjects: Marketing.

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