The Direct Option / Edition 1

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Overview

Party plans, individual calls, customer lists—this hands-on guide to a career in direct selling introduces readers to one of the fastest-growing sectors of the American economy. Companies such as Avon, Mary Kay, Shaklee, Amway, and Discovery Toys offer careers—part- or full-time—to millions of Americans, nine out of ten of whom are women. The beauty of direct selling is the ease of entry: low cost, no educational requirements, no age, ethnic, disability, or other barrier to achieving success.

This book, written by a professional with forty years' experience in different aspects of direct sales, tells the stories of real people from various companies currently making excellent incomes in the field. It also presents the basics of deciding whether this is the right career move, choosing a direct sales organization, setting up a business, and following through to success. The role of direct sales in the larger economy, the ethics of direct selling, and the prospects for international expansion are all explained.

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Editorial Reviews

Library Journal
Direct selling is a fast-growing phenomenon providing an independent and flexible occupation. Bartlett here examines direct selling as a positive choice for full- or part-time employment nationally and internationally. He uses profiles of individuals and selected companies to exemplify the process of choosing a company, developing a business, and even becoming a successful leader. While Bartlett attempts to present the material objectively, his positions as chair of the Direct Selling Education Foundation and vice chair of Mary Kay Cosmetics may make this impossible. The result is an almost Pollyannaish approach to the topic. However, with the present level of economic uncertainty, direct selling provides a viable career choice. A few related titles have been published recently (e.g., Direct Selling , Haworth, 1993; Joyce M. Ross's Direct Sales , Pelican, 1991), but this book should be of interest to public libraries needing coverage in this area.-- Kathy Shrimpock-Vieweg, O'Conner-Cavanagh Lib., Phoenix, Ariz.
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Product Details

  • ISBN-13: 9780890965849
  • Publisher: Texas A&M University Press
  • Publication date: 1/1/1994
  • Edition description: First Edition
  • Edition number: 1
  • Pages: 304
  • Product dimensions: 6.01 (w) x 8.98 (h) x 0.77 (d)

Meet the Author

RICHARD C. BARTLETT is vice-chairman of Mary Kay Corporation; chairman of the Direct Selling Education Foundation; past chairman of the Direct Selling Association; and member of the advisory boards for the Center for Retailing Studies, Texas A&M University, and Center for Retailing Education and Research, College of Business Administration, University of Florida. He is also active in the governing organs of various conservation and environmental groups. His experience in direct sales encompasses forty years of practical, hands-on work, including helping to pioneer two global Fortune 500 companies.

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Table of Contents

Foreword
Preface
Acknowledgments
Introduction
1 Choosing the Direct Option: The Benefits and Rewards 3
2 Is the Direct Option for You? 28
3 Evaluating Direct-Selling Organizations 50
4 Examining Your Motivation 69
5 Building Your Business 80
6 Managing Your Time 96
7 Managing Your Business 109
8 Marketing Your Career 127
9 You Can Lead 142
10 It's where You Finish 155
11 The Winning Team: Profiles of Successful Direct-Selling Organizations 162
12 Going Global: The International Direct Option 233
App. A. Direct Selling Association 235
App. B. A Profile of Direct Salespeople 257
Suggested Reading 267
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