Marketing 16th Edition by William Pride,Ferrell

تمرين 11

approaches to personal selling are used by sales representatives from companies like Amway and Avon. The salespeople have to be involved in the personal selling process of prospecting, pre approach, approach, making the presentation, overcoming objections, and dosing the sale. There are sales managers who have to recruit, train, and motivate the company's sales representatives. Many direct sales representatives develop long-term associations with the customers through regular communications over prolonged periods of time. Besides direct personal relationships and contacts, many of the sales reps are using social networking to simulate communication that would otherwise occur face-to-face. The importance of this method of selling can be seen with global sales results of more than $8.4 billion for Amway and more than $11 billion for Avon.
However, despite the growing popularity of direct selling in China, the career does have its downsides. Although some direct sellers have become wealthy, many do not earn any more income than they would have as a cashier or clerk. Some Chinese officials still regard direct selling with suspicion since a common tactic of con artists is to pose as direct sellers. Therefore, China implemented laws limiting the ways direct selling companies could compensate their sales force and banned teachers, doctors, and civil servants from becoming direct sellers.
Taking all of that into account, many direct sellers find the benefits outweigh the costs. Not only is direct selling flexible, it also helps women earn income in uncertain financial times when family members are out of work. Even women who do not earn much money in sales appreciate the flexibility and corporate culture. They look forward to the promise of future rewards with the company. Direct selling companies are also benefiting, with Amway predicting at least a 10 per-cent gain in 2010 Chinese sales. Although direct selling may be taken for granted in America, it is gaining an eager fan base among women in China.
1. Why are direct selling personal sales representatives legitimate or authentic salespeople?
2. Why do you think direct selling is even more successful in China than the United States?
3. What are the social and economic benefits of the sales opportunities that are provided to women in developing countries?