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The marketing paradigm is passed from the producer market to the client
market. Gobal improvement of the economic situation on the market changing the
traditional patterns of interaction between customers and suppliers, between
consumers and producers. The success of modern companies depends to a large
extent on orientation and desire for innovative processes. Organization of information
flows, personal sales, employee motivation, product quality, trusting relationships
between buyers and sellers, high technology – all this is a system of factors
contributing to development. However, an analysis of ways to increase
efficiency shows that the main way to increase sales and at the same time reduce
costs is through direct sales of supplies. In direct sales, company deliveries are
customer-oriented to a greater extent than in indirect sales. The companies
themselves are interested in selling their products, while the companies do not think
about the sales process in other conditions (through distributors, for example). This is
a very important moment in the formation of new sales techniques that have become
very widespread in all market segments.
You can give an example of successful sales of «Avon cosmetics». This
company successfully sells its products through direct sales, attracting new sellers
and customers. The company has strengthened its position in the cosmetics market; it
does not use intermediary services. An interesting approach was invented by the
managers of «California Perfume Corporation», which was to attract customers as
sellers. A client, buying products and using these products for himself, can become
an effective sales manager for these products, as this buyer knows about all the
qualities of the products and is ready to sell these products through his own channels.
Leading economists consider direct sales of supplies as ways of presenting
products locally, local sales and direct deliveries, and ask how they contribute to sales
activity with direct technologies and through intermediaries. At the same time,
a comprehensive comparative analysis of technologies is carried out. Moreover, the
analysis is based on real experience studying various companies that practice direct
supply sales. The question touches on such aspects of product sales that allow us to
assess the significant benefits of direct sales in some aspects. In particular, the