Share on Facebook When talking to a prospective customer, you have the choice between telling her about your product or service, or moving the conversation to a point where the customer asks you about what you can sell her. This is the main difference between a direct sales pitch and an indirect sales pitch. Whether you realize it or not, if you have sold anything, chances are you have used a combination of both.
No company can succeed, much less survive, without effective sales strategies. Two basic strategies are the direct sales strategy and the indirect sales strategy.
Understanding what these strategies mean and how they can best be implemented can are essential to long-term success.
Significance The most common definition of sales strategy deals with your approach to the customer. Direct sales means going straight to your customer and selling her your product. You can phone the customer, see her face to face or even use email.
The communication link between the company and the prospective customer is direct. Direct is also known as B2C or "business to consumer. The go-between could be a reseller, a commissioned independent sales agency or even another distributor.
Indirect is also known as B2B or business to business. Types Common types of direct sales are those you sell over the counter to your customer, through direct mail marketing or selling on a website, such as Amazon.
Indirect sales are those that are conducted through affiliates or a reseller. Two examples are Avon or any product you purchase at the local grocery store.
Benefits One major benefit to a direct sales strategy is that you have a high level of influence on your customer and know exactly how your customer feels about your product or service because of the direct communication.
A benefit to the indirect sales strategy is that the company can expand its geographic reach without having to hire hundreds or even thousands of sales representatives. Another benefit to an indirect strategy is that oftentimes the costs associated with sales are directly in proportion to how successful the reseller is.
Expert Insight John R. Focus on what your product allows people to do that creates "satisfaction and passion. A company that creates and sells beach shoes may use newspaper ads or coupons to directly influence a customer to purchase its shoes at the store.
This same company could also partner with local beach shops and have its beach shoes placed for sale in these other shops.
Considerations Less commonly used is another definition of sales strategy. It refers to a methodology used by a sales person.
When a salesperson uses the direct methodology, he gains a sale by focusing on the product and its benefits against the competition during the sales process.
When he uses an indirect strategy, he uses politics, networking and proper timing to destabilize the competition and gain an advantage.This is the main difference between a direct sales pitch and an indirect sales pitch. Whether you realize it or Home; Local; What Is the Difference Between Direct Sales Pitch & Indirect Sales Pitch?
by David Weedmark. Related Articles Needs-based selling, in which the sales rep discusses the customer's requirements and preferences. Direct selling can be difficult to manage on a large scale, but it often allows the manufacturer to have a better connection to its consumer base.
Indirect Distribution. direct sale is the exchange of goods b/n buyers and sellers with out intermidiaries while indirect sale if the opposite of direct selling meaning it includes ajents like retailers, whole salers and brokers.
Importantly, you keep the entire software and services sales margin without having to pay a third party. The limitations of establishing a direct selling sales office have principally to do with the cost and time to market in being able to scale market reach.
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Indirect sales may be used in conjunction with a company's direct sales efforts or may be used in lieu of hiring sales staff. Indirect sales are often made through resellers, such as .