Direct sales refers to a sales model where companies sell products or services directly to consumers rather than through intermediary retail channels. Direct sales may utilize channels like online stores, interactive catalogs, home shopping parties, and in-home product demonstrations.
Companies may leverage their own sales representatives or independent distributors compensated by commissions. Direct sales enables higher control over customer experience along with broader product selection and education on product use.
Drawbacks of direct sales include higher costs than wholesale channels, reliance solely on company-controlled resources, and challenges replicating in-person consultation digitally. Well executed direct sales strategies rely heavily on CRM processes, customer service, and commission structures.