1 Direct definition What is direct sales? Is it very difficult to define, is the direct sales and pyramid scheme? Nothing, so in a broad sense, the product will not be sold to the consumer's hands in the store. If it is so defined, let's take a look at those industries to sell their products in direct sales.
(1) Insurance industry: such as Guitai, Xinguang Insurance Company. (2) Book / Music Tape: If the audio is sent directly to the customer in DM, it produces a purchase desire. (3) Cosmetics / Cleaner: If Avon, Pola, Pola, and Amway sell its products in Miss Avon or a direct sales. (4) Food / Nutrition: Like the Affiliated Relationship Enterprise), Songbai (China Trust Relationship Enterprise). (5) Kitchen utensils: such as special departure (Tupperware, branch of Dart & Craft). (6) General industrial products: Because of the general industrial products such as large computers, workbooks must also sell to customers through their salesperson. Here we want to discuss the main use of general consumer goods, and to achieve sales objectives between people, it is the so-called single-level domain (Single-Level Marketing) and multi-storey direct sales method (Multi) -Level Marketing.
There is no perfect marketing rule in the world, and there is no certain marketing system. As long as the rules and systems can fit your company's form, finance, products, etc., it is a good marketing system and the law, and various systems have its own advantages. Applicable to a certain kind of market conditions and conditions, as well as the interaction between the degree of understanding and experience of practitioners, it can determine that the marketing system and method are more suitable, and further discussions are made in the multilayer direct sales.
2 Multi-layer direct sales concept The so-called multi-layer direct sales is just a traditional sales method plus a new term, it is about to be shipped by the manufacturer - the general agent - agent - retailer - the last to consumers, but Because of a new term for institutional direct sales, a series of doubts and disputes on this issue, the fluctuation history of the US supermarket business method and the current wave of multi-layer direct sales are almost similar, and they have been 1920 and 30. The public has caused the public's suspicion, hostile, litigation and compression law, because they put forward new methods, new impacts, most people, may be considered harmful to it. But today, the establishment of the supermarket business method is a large pillar of our economy, and is considered a good goods market distribution method.
3 Multi-layer direct sales legal level General in advanced countries have relevant legislation to regulate similar marketing companies, at first multi-layered direct sales system, most popular in the United States, and then expanded to Canada, Japan and Germany, Italy, Japan, Hong Kong, etc. . 4 The characteristics of the direct sales system have those characteristics of the direct sales system? What kind of products and what kind of company is suitable for direct sales? Generally speaking, these features are also discussed by product, Price, PRH, and PROMOTION.
(1) Products, direct sales products, there are the following points:
1 General consumer goods. 2 diversified. 3 3 The brand is not well known. 4 Quality
The so-called general consumer goods, that is, a product that is usually used in daily life, such as detergents, cosmetics, underwear, etc., because the general direct sales is to promote their products with ordinary people, if they are not consumer goods, it is hard to promote, Why is the product diversified? Because if you are just selling orders - or a few products, a direct sales person can sell, the amount and opportunity will inevitably limited, if so, the resulting profit is not much, and the profits are not willing to be interested. If the brand is not a popularity, It can be considered that there is no need to spend a lot of money in the advertising fee. It is of course the most important thing in the advertising fee. It is necessary to excellent product quality, because the general direct sales can be returned to emphasize its quality and low risk, and Excellent products can stimulate continuity purchase and reach a continuous cycle of commodity circulation world.
(2) Price
The focus of direct sales often is not on the street, you can shop, let alone a general consumer product. If you have one or two items, you will have a waste of time, and you will waste money (car money). The goods purchased direct sales are often a telephone, service, and more, direct sales people often contact customers, especially in busy industrial and commercial society, this service is very popular. Direct selling goods, the importance of direct sales personnel, and the important factors of stimulating direct sales personnel are bonuses and dividends, and focus on "their own career" "permanent career", so they must be extremely in the distribution of bonuses. reasonable. In addition to bonuses and service appeals, coupled with goods is the promotion between people and people, so it can be fully characterized by the characteristics, benefits, benefits, use, usage, use, amount, and quantity, and exclusive, these Methods are more effective than simple TV advertisements or planned advertising, based on the above factors, in the price positioning, it is generally in a higher price or higher profit, and simple, the direct sales of goods have a reasonable Profit.
(3) pathway
In traditionally, the general consumer goods are in the dealer, retail stores, etc. to consumers, while industrial supplies have their own characteristics and specific users, so they are generally sold directly to consumers. It is also the way people who sell in person to Person to Person, and multi-layer direct sales methods or single-layer direct sales methods can be said to be in a man's way to sell general consumer goods, of course, in direct sales Online design, multi-layer and single-layer types are different, but the same is the same, how is it to make the vast number of direct sales personnel to promote their products, they must know this direct sales. Way, whether time, place, environmental factors, constant operation, this kind of propaganda and promotion of this kind of ratio is not to be ignored. The market in Taiwan has its potential, because in Japan, Malaysia is similar to those similar direct sales companies have reached more than 100, and it is very effective. (4) Promotion
There have been multi-level or single-layer philosophy on the path, direct sales is to sell general consumer goods in the way industrial products, people, people, and the idea of advertising or promotion. General consumer goods are media such as television, newspapers or magazines, to make consumers' cognitive products continue to interested, purchase desires and purchase operations, and the promotion of industrial products is mainly based on salesperson (people), while multi-layer or single Layer direct sales is also people-oriented to promote general consumer goods, but how can the direct sales person can get the message of the parent company? Such as the sale of new products, the price of the product, the product's characteristics, the company's policy ... These conveyors rely on the internal print publications of the mother company (such as monthly magazines), tapes, and video tape directly to all direct sales people, or hold a variety of various Training meetings, seminars, incentives, etc.
5 Single-layer or multi-layer direct sales advantages
(1) Multi-layer direct sales or single-layered direct sales and traditional multi-storey sales systems (large disc vendors, medium discs, retailers) can provide more social and economic benefits (under the premise of correcting the correct), because A social intention is engaged in legitimate economic activities, and the whole social progress is more faster.
(2) Failure distribution or patent rights should be used in large funds, financial appliances, franchise and risks, while direct sales emphasizes a little fund, and there is no risk that there is no need to worry about it, it is very suitable for small citizens who want to start. .
(3) The average person can use the empty time to engage in economic and productive activities, so avoid time waste or in bad hobes (such as play mahjong, etc.), and can learn interpersonal relationships , Sales knowledge, conversation skills, personal cultivation, business habits, strain abilities, increase revenue to improve individual or family life, increased knowledge, legal regulations and tax accounting, all of these direct sales systems can gradually learn from . As long as you have an intellectual, you can make money without the company or direct sales.
(4) Some merchants, think that direct sales is very charm, because there is no need to pay fixed salary, do not need a lot of funds, and there is a large number of direct sales staff to sell the company's products, but before being charming, you must first build a one most important. The idea is "Blessing others first, benefiting yourself", that is, the company pays complete love and patience, long-term training of direct sales people's "coexist", in the principle of continuous learning growth, direct sales Growth, business can slowly start, reaching success. General Company, also reference direct sales methods, fantasy to get the same effect, and even operators, the executive personnel don't know what the success concept of the direct sales system is, and the results are, the result is that it is difficult, more, and more people who have enlarged concept For the starting point, the direct sales will be organized to deceive others. (5) Direct sales make interests. Because of the investment of direct sales, there is no need for a lot of funds and risk, so it is necessary to share the interests to every effort, so that it can get a loop to make the company continue to operate.
All in all, the direct sales system will also become the main channel of marketing in the future, there is a success in success, the main critical is the concept, confidence and efforts of the operation, as long as there is a principle, the day will be coming.
(6) As long as your direct selling is successful, you have a sound marketing network. You can sell any excellent products, and direct sales are also easy to accept more products. So business will become more More than sharing of interests.
6 What is the difference between single-level direct sales and multi-level direct sales?
Direct sales can be divided into: (1) single-level direct sales; (2) Multi-level direct sales. Whether it is a multi-level or single-level existing businessman is an independent middle businessman, they can enjoy the profit income and the priority of their ability, technology, investment, and time, or a bonus, this way can also be established by direct sales The other sales network, as long as the sales are good, the upper direct sales will receive management service compensation.
And the differences in:
(1) Single-level direct sales is a comparison simple system, which is the sales layer called the work layer, only one to two layers, along with the management, with the direct sales system without more than three levels, we call it a single-level, such business methods Regional division operations, and set up regional managers to manage.
(2) Multi-level direct sales is a more complex organization. It is simple to say that the sales system and management have more than three levels of direct sales systems. Sometimes its direct sales network is very complex, such a multi-level job, no regional division, But managed by direct sales.
The chain operation and multi-level direct sales: According to the "Mr. Pint of Pintt, the study of Mr. Pin, the research of Mr. Dianda, the study of Mr. Dianda, the form of the distribution agreement, the right to agree, the obligation is different. The chain operation is one of the way, the dealer usually needs a lot of money as a cost of purchase dealers, and 5% to 10% of the total turnover of the dealer as a privilege fee, and the dealer needs to be prepared Capital, set shops or business places in accordance with the same specification, way, color samples, design, and stipulates in the parent company, the same is the same as the same integration, cooperation, and self-employment in the form of the agreement. As for the multi-layer direct sales system, the discharger does not have to pay a large amount of rights to use the funds, while the role played is the same.
