of direct sales known as multilevel marketing (MLM). The respondents represented three groups: group I - inexperienced …

the Sale -- Self Management -- Personal Selling Objectives -- Sales - Related Marketing Policies -- Personal Selling …COVER -- CONTENTS -- Nature and Scope of Sales Management -- Personal Selling and Salesmanship -- Selling Function … Strategy -- The Job of a Sales Manager -- Sales Organisation -- Personnel Management in the Selling Field -- Recruiting Sales …

. Specifically, the manufacturer can sell the product directly to consumers (named direct selling) or via a middleman retailer (named … agent selling). The manufacturer then decides which distribution channel to adopt with an aim to maximize his profit. Under … downward decentralize his distribution channel by adopting agent selling when consumers are extremely fairness-minded. However …