This presentation talks about Place decision of marketing strategy. It presents fundamentals of Distribution Channels or Marketing Channels, functions of intermediaries, types and levels of channels, and channel management.
Distribution Channel
Management of Distribution Channel
Need of Distribution Channel
Need for Channel Management
Channel Partners and their Functions
Difference between Distributor and Wholesaler
Choice of Distribution System
Distribution Strategy
Factors Affecting Effective Management of Distribution Channels
Channel Conflict
Conflict Resolution
Motivating Channel Members
Selecting Channel Partners
Evaluating Channels
Channel Control
Distribution Channel
Management of Distribution Channel
Need of Distribution Channel
Need for Channel Management
Channel Partners and their Functions
Difference between Distributor and Wholesaler
Choice of Distribution System
Distribution Strategy
Factors Affecting Effective Management of Distribution Channels
Channel Conflict
Conflict Resolution
Motivating Channel Members
Selecting Channel Partners
Evaluating Channels
Channel Control
Factors effecting selection of distribution channelsShubhanjali -
introduction to distribution
distribution channel
market intermediaries
factors affecting selection of distribution channels:-
1. Nature of product
2. Nature of market
3. Nature of middle men
4. Nature of manufacturing units
5. Competition
6. Govt. rules & policies
conclusion
references
Channel Information Systems
Purpose
Information - Advantages
Classification of Information
Information Process
Developing a Channel MIS
Use of Information
Sources of Data
Competition Tracking
Elements of a Channel Information System
Channel Performance Evaluation
IT System for Channels
Intensive Distribution
Distribution channels marketing management pptGanesh Asokan
Distribution channels - their Nature and importance of channels, Channel behavior & organization, Channel design decisions and Channel Management decisions.
Presentation done by the management students of D.G Vaishnav school of management for marketing internals..
Factors effecting selection of distribution channelsShubhanjali -
introduction to distribution
distribution channel
market intermediaries
factors affecting selection of distribution channels:-
1. Nature of product
2. Nature of market
3. Nature of middle men
4. Nature of manufacturing units
5. Competition
6. Govt. rules & policies
conclusion
references
Channel Information Systems
Purpose
Information - Advantages
Classification of Information
Information Process
Developing a Channel MIS
Use of Information
Sources of Data
Competition Tracking
Elements of a Channel Information System
Channel Performance Evaluation
IT System for Channels
Intensive Distribution
Distribution channels marketing management pptGanesh Asokan
Distribution channels - their Nature and importance of channels, Channel behavior & organization, Channel design decisions and Channel Management decisions.
Presentation done by the management students of D.G Vaishnav school of management for marketing internals..
Role of Distribution Channel in Marketing of FoodMansiGupta413277
For manufacturers, it is very important to create a mix of distribution channels that allow for ease of availability for the consumer, i.e., a good marketing mix. Based on the diversity and scope of a manufacturing business or any other business that can be found in the distribution process, the respective business needs to settle on a channel or channels that allow for good sales generation and ease of access for consumers.
A sales quota is a quantitative goal assigned to a sales unit relating to a particular period of time.
A sales territory represents a group of customers or markets or geographical areas
“Sales promotion are those marketing activities that provide extra value or incentives to the sales force, the distributors, or the ultimate consumer and can stimulate immediate sales”.
“Sales promotion includes marketing devices for stimulating buyer interest and product trial.”
Transportation is the operational area of logistics that
geographically moves and positions inventory. Transportation system is the physical link connecting a company with the customers, raw material suppliers, plants, ware houses and
distribution channel members. The five basic transportation modes are Rail, Highway, Water, Pipeline.
Sales forecast is about estimating future sales.
Sales forecast is an estimated unit of sales in either rupees or number of units which could be sold for a specific period of time
Better sales forecasts
Enables a company to perform better
Make more informed decisions; and
Serves as a basis for determining the short run and the long term performance of a organization
Provide inputs for expected sales for a particular company or industry
Sales organization is a part of the total organization which is given the responsibility of selling of products manufactured by a company
It is another organization within the larger organization which is given the responsibility of selling function
It involves people working together for attaining the sales objectives of the company
It is concerned with planning, organizing, leading and controlling the activities of the sales force
Sales persons follow a sequence of activities while making a sale and these may be defined as different phases followed by salesperson.
A cycle start with prospect/potential customer identification, to converting him to a customer.
The sequential order of the steps may vary across selling situations
Objectives of sales management are derived from the organizations marketing objectives.
Ultimate sales objective of an organisation is to have a decent growth in sales.
More specifically, sales management objectives can be grouped under:
Quantitative Objectives (Short-term)
Qualitative Objectives (Long-term)
Sales and Sales Management: Meaning and DefinitionAmitabh Mishra
A sale is the pinnacle activity involved in selling products/services in return for money or other compensation. It is an act of completion of a commercial activity.
Sales is everything that you do to close the sale and get a signed agreement or contract.
Product Life Cycle shows the stages that products go through from development to withdrawal from the market.
The company’s differentiation and positioning strategies must change as the product, market, competitors changes over time.
Targeting, Differentiation and PositioningAmitabh Mishra
Once the firm has identified its market segment opportunity , it has to decide how many and which one to target.
•“Market targeting is a process of evaluating the market segments and identify one or more market segments to serve”.
Marketing Environment by Dr. Amitabh MishraAmitabh Mishra
•“Marketing Environment includes the actors and forces that affect management’s ability to build and maintain successful relationships with target customers”.
•These factors may be-
–Controllable: which the company can control
–Non-controllable: which the company can monitor and respond.
“Marketing Mix is set of marketing tools that the firm uses to pursue its marketing objectives in the target market”
"Marketing mix is a general phrase used to describe the different kinds of choices organizations have to make in the whole process of bringing a product or service to market”.
Companies approach and conduct business in different ways in order to achieve their organizational goals.
•Every company can have different ideas or philosophy. For example-
•A particular company can have its idea or philosophy that if the production is done on a large scale, the cost would be less and the product would be sold automatically.
Marketing is “The management process of anticipating, identifying and satisfying customer requirements profitably” (CIM, 2001).
•According to “The American Marketing Association” -“Marketing is the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large” (AMA, 2007).
Dr
Operation “Blue Star” is the only event in the history of Independent India where the state went into war with its own people. Even after about 40 years it is not clear if it was culmination of states anger over people of the region, a political game of power or start of dictatorial chapter in the democratic setup.
The people of Punjab felt alienated from main stream due to denial of their just demands during a long democratic struggle since independence. As it happen all over the word, it led to militant struggle with great loss of lives of military, police and civilian personnel. Killing of Indira Gandhi and massacre of innocent Sikhs in Delhi and other India cities was also associated with this movement.
This is a presentation by Dada Robert in a Your Skill Boost masterclass organised by the Excellence Foundation for South Sudan (EFSS) on Saturday, the 25th and Sunday, the 26th of May 2024.
He discussed the concept of quality improvement, emphasizing its applicability to various aspects of life, including personal, project, and program improvements. He defined quality as doing the right thing at the right time in the right way to achieve the best possible results and discussed the concept of the "gap" between what we know and what we do, and how this gap represents the areas we need to improve. He explained the scientific approach to quality improvement, which involves systematic performance analysis, testing and learning, and implementing change ideas. He also highlighted the importance of client focus and a team approach to quality improvement.
The Roman Empire A Historical Colossus.pdfkaushalkr1407
The Roman Empire, a vast and enduring power, stands as one of history's most remarkable civilizations, leaving an indelible imprint on the world. It emerged from the Roman Republic, transitioning into an imperial powerhouse under the leadership of Augustus Caesar in 27 BCE. This transformation marked the beginning of an era defined by unprecedented territorial expansion, architectural marvels, and profound cultural influence.
The empire's roots lie in the city of Rome, founded, according to legend, by Romulus in 753 BCE. Over centuries, Rome evolved from a small settlement to a formidable republic, characterized by a complex political system with elected officials and checks on power. However, internal strife, class conflicts, and military ambitions paved the way for the end of the Republic. Julius Caesar’s dictatorship and subsequent assassination in 44 BCE created a power vacuum, leading to a civil war. Octavian, later Augustus, emerged victorious, heralding the Roman Empire’s birth.
Under Augustus, the empire experienced the Pax Romana, a 200-year period of relative peace and stability. Augustus reformed the military, established efficient administrative systems, and initiated grand construction projects. The empire's borders expanded, encompassing territories from Britain to Egypt and from Spain to the Euphrates. Roman legions, renowned for their discipline and engineering prowess, secured and maintained these vast territories, building roads, fortifications, and cities that facilitated control and integration.
The Roman Empire’s society was hierarchical, with a rigid class system. At the top were the patricians, wealthy elites who held significant political power. Below them were the plebeians, free citizens with limited political influence, and the vast numbers of slaves who formed the backbone of the economy. The family unit was central, governed by the paterfamilias, the male head who held absolute authority.
Culturally, the Romans were eclectic, absorbing and adapting elements from the civilizations they encountered, particularly the Greeks. Roman art, literature, and philosophy reflected this synthesis, creating a rich cultural tapestry. Latin, the Roman language, became the lingua franca of the Western world, influencing numerous modern languages.
Roman architecture and engineering achievements were monumental. They perfected the arch, vault, and dome, constructing enduring structures like the Colosseum, Pantheon, and aqueducts. These engineering marvels not only showcased Roman ingenuity but also served practical purposes, from public entertainment to water supply.
Unit 8 - Information and Communication Technology (Paper I).pdfThiyagu K
This slides describes the basic concepts of ICT, basics of Email, Emerging Technology and Digital Initiatives in Education. This presentations aligns with the UGC Paper I syllabus.
Model Attribute Check Company Auto PropertyCeline George
In Odoo, the multi-company feature allows you to manage multiple companies within a single Odoo database instance. Each company can have its own configurations while still sharing common resources such as products, customers, and suppliers.
We all have good and bad thoughts from time to time and situation to situation. We are bombarded daily with spiraling thoughts(both negative and positive) creating all-consuming feel , making us difficult to manage with associated suffering. Good thoughts are like our Mob Signal (Positive thought) amidst noise(negative thought) in the atmosphere. Negative thoughts like noise outweigh positive thoughts. These thoughts often create unwanted confusion, trouble, stress and frustration in our mind as well as chaos in our physical world. Negative thoughts are also known as “distorted thinking”.
How to Split Bills in the Odoo 17 POS ModuleCeline George
Bills have a main role in point of sale procedure. It will help to track sales, handling payments and giving receipts to customers. Bill splitting also has an important role in POS. For example, If some friends come together for dinner and if they want to divide the bill then it is possible by POS bill splitting. This slide will show how to split bills in odoo 17 POS.
3. • Product Distribution (or Place) is one of the four
elements of the marketing mix.
• “Distribution is the process of making a product or
service available for use or consumption by a
consumer or business user, using direct means, or
using indirect means with intermediaries”.
3AMITABH MISHRA (Ph.D)
4. • Distribution of products takes place by means of
channels.
• “A Channel of Distribution comprises a set of
institutions (intermediaries) which perform all of the
activities utilised to move a product and its title from
production to consumption”.
Producers Middlemen Final Consumer Or
Business Users
4AMITABH MISHRA (Ph.D)
5. • Intermediaries make distribution and selling
processes more efficient.
5AMITABH MISHRA (Ph.D)
6. Channel Efficiency: How Intermediaries reduce the Number of
Channel Transactions
6AMITABH MISHRA (Ph.D)
8. • There may be two bases of classification of
distribution channels-
1. ‘Business-to-Consumer’(B2C)Distribution Channels/
Consumer Channels.
2. ‘Business-Business’ (B2B) Distribution Channels/Industrial
Channels.
AMITABH MISHRA (Ph.D) 8
9. 1. “Business-to-Customer (B2C) distribution occurs between
the producer and the final user.”
2. “Business-to-Business (B2B) distribution occurs between a
producer and industrial users of raw materials needed for
the manufacturer of finished products.”
AMITABH MISHRA (Ph.D) 9
10. • Both types types/levels of distribution channels may
be-
1. Direct
2. Indirect
3. Hybrid
10AMITABH MISHRA (Ph.D)
11. • Direct Channel: A distribution system is said to be direct when the
product or service leaves the producer and goes directly to the
customer, with no middlemen involved.
• For example,
– Company owned outlets
– Car wash
– Barber utilize direct distribution because the customer receives the
service directly from the producer.
– The jewelry manufacturer who sells its products directly to consumer.
AMITABH MISHRA (Ph.D) 11
12. • Indirect Distribution Channel: An indirect distribution
channel relies on intermediaries to perform most or all
distribution functions, otherwise known as wholesale
distribution.
• Hybrid Distribution Channel: Many times companies use
combination/hybrid of Direct and Indirect channels to
distribute its product in the market.
– Ex: A company (suppose Samsung mobiles) may sell the product
through its exclusive company owned outlet and website, as well as
through independent retailers.
AMITABH MISHRA (Ph.D) 12
15. • Zero Level channel/Direct Marketing Channel: It consists of a
manufacturer directly selling to the end consumer.
• Ex.
– Door to Door sales,
– Direct mails or
– Telemarketing.
• One Level Channel: It has an intermediary in between the producer
and the consumer. Ex.
– An insurance policy in which there is an insurance agent
between the insurance company and the customer.
AMITABH MISHRA (Ph.D) 15
16. • Two level Channel: It consists of two intermediaries between
manufacturer and consumers, usually a wholesaler and a
retailer.
• It is a widely used marketing channel in the FMCG and the
consumer durables industry.
AMITABH MISHRA (Ph.D) 16
17. • Three level channel: It can combine the roles of a
distributor on top of a dealer and a retailer. The
distributor stocks the most and spreads it to dealers
who in turn give it to retailers.
• It as usually observed in both the FMCG and the
consumer durables industry.
AMITABH MISHRA (Ph.D) 17
21. • Major Channel Alternatives/Types of Intermediaries are:
1. Merchants (Wholesalers and Retailers).
2. Agents and Brokers/ Manufacturers’ Representatives/ Sales
agents
3. Facilitators (Transportation companies, Independent
warehouses, Banks, and Advertising agencies).
AMITABH MISHRA (Ph.D) 21
22. • Merchants (Wholesalers and Retailers) are intermediaries that buy
and resell products.
– They take title to, and resell the products.
• Agents and Brokers/ Manufacturers’ Representatives/ Sales
Agents chase customers and may bargain on the producer’s behalf .
– They but do not take title to the products.
• Facilitators (transportation companies, independent warehouses,
banks, and advertising agencies), help in the distribution process .
– They neither take title to goods nor negotiate purchases or sales.
22AMITABH MISHRA (Ph.D)
27. 27
Tasks of Intermediaries - Wholesalers
• Break down ‘bulk’
• Buys from producers and sell small quantities to retailers
• Provides storage facilities
• Reduces contact cost between producer and consumer
• Wholesaler takes some of the marketing responsibility
e.g. sales force, promotions
AMITABH MISHRA (Ph.D)
28. 28
Tasks of Intermediaries - Retailer
• Much stronger personal relationship with the
consumer
• Hold a variety of products
• Offer consumers credit
• Promote and merchandise products
• Price the final product
• Build retailer ‘brand’ in the high street
AMITABH MISHRA (Ph.D)
30. • Major objectives of Distribution Channel are-
– Physical distribution and insuring product availability.
– Market Information.
– Promotional Support.
– Bearing the risk and reducing the cost.
– Storing
– Providing help , support and services to the customers.
– Negotiation with customers.
– Prospecting (finding, communicating, and tracking prospective buyers)
– Financing (acquiring and using funds to cover the costs or carrying out the
channel work) Break down ‘bulk’
AMITABH MISHRA (Ph.D) 30
32. • Factors related to Market/Consumers.
– Number of buyers
– Expansion/spread of the Consumers.
– Size of the Order/Sale.
– Objective of Purchase.
– Need of the Credit Facilities.
AMITABH MISHRA (Ph.D) 32
33. • Factors related to Product.
– Price of the product
– Standardised or customised product
– Perishability of the product
– Technical nature of the product
– Goods made to order.
– After-sales service.
AMITABH MISHRA (Ph.D) 33
34. • Factors related to the Intermediary/Middlemen
– Services offered by middlemen.
– Scope or possibilities of quantity of sales.
– Attitude of agents towards the producers' policies.
– Cost of channel of distribution.
AMITABH MISHRA (Ph.D) 34
35. • Factors related to the Producer /Company
– Level of production.
– Financial resources of the company.
– Managerial competence and experience.
• Other Factors
– Distribution channel of competitors.
– Social viewpoint.
– Freedom of changing the middleman.
AMITABH MISHRA (Ph.D) 35
37. • Push Strategy: “A push strategy uses the manufacturer’s sales
force, trade promotion money, and other means to induce
intermediaries to carry, promote, and sell the product to end
users”
• “Pushing the product “down” through the distribution
channel to the customer”.
– Incentives to agents and intermediaries
37AMITABH MISHRA (Ph.D)
38. • Pull Strategy: “A pull strategy uses advertising,
promotion, and other forms of communication to
persuade consumers to demand the product from
intermediaries”.
• Pulling the customer “up” through the distribution to
the channel
– Traditional media/private sales/CRM.
AMITABH MISHRA (Ph.D) 38
40. • Information (gathering and distributing information and
intelligence)
• Promotion (development and spreading marketing
communications)
• Contacts (Finding and communicating with prospective buyers)
• Negotiation with customers (reaching an agreement on price
and other terms)
• Physical distribution (transporting and storing goods)
40AMITABH MISHRA (Ph.D)
41. 41
• Prospecting (finding, communicating, and tracking
prospective buyers)
• Financing (acquiring and using funds to cover the costs or
carrying out the channel work)
• Risk taking (assuming the risks of carrying out the channel
work)
• Break down ‘bulk’
• Provides storage facilities
AMITABH MISHRA (Ph.D)
43. • “Channel Management is a process by which a producer or
supplier directs marketing activity by selecting, involving,
training and motivating the entities comprising its channel of
distribution”.
• “Channel Management refers to the administration of
existing channels to secure the cooperation of channel
members in achieving the firm’s distribution objectives”.
AMITABH MISHRA (Ph.D) 43
44. • Channel Management involves-
1. Selection of channel members
2. Training of channel members
3. Motivating channel members
4. Evaluation of channel members
5. Conflict management
AMITABH MISHRA (Ph.D) 44
46. 46
• Selecting a distribution channel is an important
aspect of building a competitive advantage for
businesses of every size.
• The right distribution channel ensures that
customers in different locations around the country,
or around the world, can buy products and get the
right level of service from the firm.
AMITABH MISHRA (Ph.D)
48. • To select the right distribution channel for business, company need
to consider what a channel can offer to company, including-
– Location
– Reach (The channel must be easily accessible for customers and
prospects)
– Skills (channel member should have the skills and knowledge to sell
products)
– Resources
– Management costs and
– Degree of control
AMITABH MISHRA (Ph.D) 48
50. • “Channel Motivation refers to the actions taken by
the manufacturer to foster strong channel member
cooperation in implementing the manufacturer’s
distribution objectives”.
• Channel motivation can be done by two ways-
– Positive motivation
– Negative motivation
AMITABH MISHRA (Ph.D) 50
51. 51
• Positive motivation: To motivate intermediaries the
firm can use positive actions, such as-
– Offering higher margins to the intermediary,
– Special deals,
– Premiums and Incentives may be offered for reaching
performance goals
– Allowances for advertising or display.
AMITABH MISHRA (Ph.D)
52. • Negative motivation: On the other hand,
negative actions may be used, such as-
– Threatening to cut back on margin, or
– Hold back delivery of product.
–Sanctions may be imposed middlemen not
performing well
52AMITABH MISHRA (Ph.D)
54. • An effective channel management requires channel
members to be equipped with the right skills to
consistently execute on the companies strategy.
• The channel members must be trained in
– Technical specifications of product
– Hospitality and courtesy
– Company’s policies and strategies
– Ways to stay ahead to competitors in local market
– Etc.
AMITABH MISHRA (Ph.D) 54
56. 56
• The company should constantly evaluate the channel
members and monitor-
• What is working?
• What is not working?
• What can be improved?
AMITABH MISHRA (Ph.D)
57. 57
• The company must evaluate intermediaries
performance against various standards as:
• Sales quota attainment
• Average inventory levels
• Customer delivery time
• Treatment of damaged and lost goods
• Cooperation in promotional and training programs.
AMITABH MISHRA (Ph.D)
59. • Channel conflict can arise when one intermediary's actions prevent
another intermediary from achieving their objectives.
• Channel conflict is “disagreements between channel members on goals
and roles, who should do what, and for what rewards”
• Channel conflict may be
– Vertical conflict is conflict between different levels of the same
channel (Ex: Manufacturer competes with retailer in selling product to
target market.)
– Horizontal conflict is conflict among members at the same channel
level (Ex: Two retailers compete to carry a supplier’s “exclusive”
product.)
59AMITABH MISHRA (Ph.D)
60. • Vertical channel conflict: Vertical conflict is conflict between
different levels of the same channel.
• It occurs between the levels within a channel and
• Ex: Manufacturer competes with retailer in selling product to
target market.
60AMITABH MISHRA (Ph.D)
61. • Horizontal channel conflict: Horizontal conflict is conflict
among members at the same channel level.
• It occurs between intermediaries at the same level within a
channel.
• Ex: Two retailers compete to carry a supplier’s “exclusive”
product.
AMITABH MISHRA (Ph.D) 61
62. • Some conflict encourages healthy competition which
produces innovation and better performance.
• Too much conflict becomes dysfunctional.
AMITABH MISHRA (Ph.D) 62
65. • “Designing a channel system calls for analyzing customer
needs, establishing channel objectives, and identifying and
evaluating the major channel alternatives.”
AMITABH MISHRA (Ph.D) 65
Analyzing
Customer
Needs
Establishing
Channel
Objectives
Identifying
Major Channel
Alternatives
Evaluating
Major Channel
Alternatives
66. 1. Analyzing Customers’ Need/ Service Output Levels
Desired By Customers
• The marketer must recognize the needs of its target customers.
• Channels produce five service outputs:
– Lot size: The number of units the channel allows a particular customer to buy at one time.
– Waiting and delivery time: The average time consumers of that channel wait for receipt of the
goods. Customers generally prefer fast delivery channels.
– Spatial convenience: The extent to which the marketing channel facilitate for customers to
obtain the product.
– Product variety: The variety provided by the channel. Usually, consumers prefer a greater
collection, which enhances the chance of finding what they need.
– Service backup: The add-on services such as credit, delivery, installation, repairs provided by
the channel.
AMITABH MISHRA (Ph.D) 66
67. 2. Establishing Channel Objectives and
Constraints
• Another factor in designing a marketing channel system is that marketers must
declare their channel objectives in terms of targeted service output levels.
• Channel objectives differ with product characteristics.
• For example-
– Perishable products require more direct marketing.
– Bulky products, such as building materials, require channels that minimize the shipping
distance and the amount of handling in the movement from producer to consumer.
• Channel design is also affected by numerous environmental factors as
competitors’ channels, monetary conditions, and legal regulations and
limitations.
AMITABH MISHRA (Ph.D) 67
68. 3. Identify Major Channel Alternatives
• Companies may select array of channels to approach customers,
each of which has distinctive strengths as well as limitations.
• Each channel alternative is explained by
• Major Channel Alternatives/Types of Intermediaries:
– Merchants (Wholesalers and Retailers).
– Agents and Brokers, Manufacturers’ representatives, and Sales
agents
– Facilitators (Transportation companies, Independent
warehouses, Banks, and Advertising agencies).
AMITABH MISHRA (Ph.D) 68
69. – Wholesalers and Retailers: Some intermediary merchants such as
wholesalers and retailers buy, take title to, and resell the products.
– Agents such as brokers, manufacturers’ representatives, and sales
agents chase customers and may bargain on the producer’s behalf but
do not take title to the merchandise.
– Facilitators (transportation companies, independent warehouses,
banks, and advertising agencies), help in the distribution process but
neither take title to goods nor negotiate purchases or sales.
AMITABH MISHRA (Ph.D) 69
70. 4. Evaluating the Major Alternatives
• The Company must assess each alternative against suitable economic,
control, and adaptive criteria. The firm should verify whether its own sales
force or a sales agency will create more sales and it estimates the costs of
selling different quantities through each channel
AMITABH MISHRA (Ph.D) 70
72. • Multi-level marketing (MLM), also called pyramid selling, network
marketing, and referral marketing,
• “Multi-level marketing is a strategy that some direct sales
companies use to encourage their existing distributors to recruit
new distributors by paying the existing distributors a percentage of
their recruits' sales; the recruits are known as a distributor's
downline.”
AMITABH MISHRA (Ph.D) 72
73. • MLM is one type of direct selling.
• “It is a marketing strategy where profit is derived by a participating
salesperson from a sales force which is compensated not solely by
the direct sales (although insignificant) generated by the
salesperson, but principally (although statistically improbable) from
the sales of other salespeople that the participating salesperson has
managed to recruit, and of further recruits that these earlier
recruits can additionally recruit, etc.”
• MLM salespeople not only sell the company's products but also
encourage others to join the company as a distributor.
AMITABH MISHRA (Ph.D) 73