Gift Guide

The Direct Option / Edition 1

Paperback (Print)
Used and New from Other Sellers
Used and New from Other Sellers
from $1.99
Usually ships in 1-2 business days
(Save 80%)
Other sellers (Paperback)
  • All (14) from $1.99   
  • New (2) from $5.95   
  • Used (12) from $1.99   
Sort by
Page 1 of 1
Showing All
Note: Marketplace items are not eligible for any coupons and promotions
Seller since 2014

Feedback rating:



New — never opened or used in original packaging.

Like New — packaging may have been opened. A "Like New" item is suitable to give as a gift.

Very Good — may have minor signs of wear on packaging but item works perfectly and has no damage.

Good — item is in good condition but packaging may have signs of shelf wear/aging or torn packaging. All specific defects should be noted in the Comments section associated with each item.

Acceptable — item is in working order but may show signs of wear such as scratches or torn packaging. All specific defects should be noted in the Comments section associated with each item.

Used — An item that has been opened and may show signs of wear. All specific defects should be noted in the Comments section associated with each item.

Refurbished — A used item that has been renewed or updated and verified to be in proper working condition. Not necessarily completed by the original manufacturer.

No Remainder Mark, No Damage, 100% satisfaction guaranteed. Ship twice daily.

Ships from: Plano, TX

Usually ships in 1-2 business days

  • Standard, 48 States
  • Standard (AK, HI)
  • Express, 48 States
  • Express (AK, HI)
Seller since 2014

Feedback rating:


Condition: New
Brand New Item.

Ships from: Chatham, NJ

Usually ships in 1-2 business days

  • Canadian
  • International
  • Standard, 48 States
  • Standard (AK, HI)
  • Express, 48 States
  • Express (AK, HI)
Page 1 of 1
Showing All
Sort by


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.

Read More Show Less

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.
Read More Show Less

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.

Read More Show Less

Table of Contents

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
Read More Show Less

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star


4 Star


3 Star


2 Star


1 Star


Your Rating:

Your Name: Create a Pen Name or

Barnes & Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation


  • - By submitting a review, you grant to Barnes & and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Terms of Use.
  • - Barnes & reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously

    If you find inappropriate content, please report it to Barnes & Noble
    Why is this product inappropriate?
    Comments (optional)