Sales Force Management in the Consumer Product Industry

Abstract

One of the largest direct-selling companies in the world, with sales forces in the U.S. and abroad, sells a line of beauty, health, and fitness products through a network of independent sales representatives. Currently in the United States alone, the representative population has grown to several hundred thousand individuals. Representatives purchase products from the company at a discount, and in turn, sell them to their own customers, earning revenue through volume discounts. Customers order their products from catalogs that contain a mix of seasonally appropriate items along with core and new products, and special promotions to choose from. To assist its field sales force, this consumer products organization provides incentives, sales recognition awards, and training programs in beauty consultation and sales effectiveness.