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Direct & Indirect Sales Strategy

by Linda Banks

Creating the right sales strategy is an important first step in creating or growing your business!

sales text green down image by Nicemonkey from Fotolia.com

No company can succeed, much less survive, without effective sales strategies. Two basic strategies are the direct sales strategy and the indirect sales strategy. Understanding what these strategies mean and how they can best be implemented can are essential to long-term success.

Significance

The most common definition of sales strategy deals with your approach to the customer. Direct sales means going straight to your customer and selling her your product. You can phone the customer, see her face to face or even use email. The communication link between the company and the prospective customer is direct. Direct is also known as B2C or "business to consumer." When engaging in indirect sales, a company uses some type of go-between and does not directly contact the customer. The go-between could be a reseller, a commissioned independent sales agency or even another distributor. Indirect is also known as B2B or business to business.

Types

Common types of direct sales are those you sell over the counter to your customer, through direct mail marketing or selling on a website, such as Amazon.com or even your own site. Indirect sales are those that are conducted through affiliates or a reseller. Two examples are Avon or any product you purchase at the local grocery store.

Benefits

One major benefit to a direct sales strategy is that you have a high level of influence on your customer and know exactly how your customer feels about your product or service because of the direct communication. A benefit to the indirect sales strategy is that the company can expand its geographic reach without having to hire hundreds or even thousands of sales representatives. Another benefit to an indirect strategy is that oftentimes the costs associated with sales are directly in proportion to how successful the reseller is.

Expert Insight

John R. Graham, president of a marketing services and sales consulting firm, writes in “A Sales Strategy That Works” that having a vision is necessary for any sales strategy to work. Focus on what your product allows people to do that creates "satisfaction and passion." Most companies have a strategy that combines both direct and indirect sales depending upon their business needs, their customer’s wishes and a return on investment. A company that creates and sells beach shoes may use newspaper ads or coupons to directly influence a customer to purchase its shoes at the store. This same company could also partner with local beach shops and have its beach shoes placed for sale in these other shops.

Considerations

Less commonly used is another definition of sales strategy. It refers to a methodology used by a sales person. When a salesperson uses the direct methodology, he gains a sale by focusing on the product and its benefits against the competition during the sales process. When he uses an indirect strategy, he uses politics, networking and proper timing to destabilize the competition and gain an advantage.

References (3)

  • Channel Sales Worldside: Direct Marketing and Indirect Sales
  • The York Group: Channel Options
  • "American Salesman"; A Sales Strategy That Works!; John R. Graham; June 2010

Resources (2)

  • "The Selling Fox: A Field Guide for Dynamic Sales Performance"; Jim Holden; 2002
  • Forester Research: Marketing and Sales Strategies

About the Author

Linda Banks began writing professionally in 2003, after spending 15 years in the business world. She has been published in "Alaska's Best Kitchens" and "The Tea Room News," specializing in business topics including planning, marketing and information technology. Banks holds a Master of Business Administration in technology management from the University of Phoenix.

Photo Credits

  • sales text green down image by Nicemonkey from Fotolia.com
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Can You Wear Leggings Over 40, 50 or Beyond?

Hi Deborah,
I’m 54, and I would like to wear leggings. Am I too old?……
Confused in Cleveland

Hi Confused,
Your question does not have a “one size fits all” answer.  The short answer is, you’re never too old for leggings but, you’ll want to style them in a way that makes you look sophisticated, not silly. Here are some great examples that incorporate the latest trends.

black sheer button down blouse

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1. Leggings +  A Long Shirt or Blouse

You’re fine to wear leggings over 40, or even leggings over 50, so long as you go the sophisticated route. Here’s a basic style recipe for leggings that is classy and casual. Take a black pair of leggings and wear them with a gorgeous silky blouse.

Merlot is a beautiful shade of red/purple that look rich and sophisticated on everyone. Add some faux leather leggings,  black suede booties, and a chic chain bag, and you’ve got a great weekend look.

 

Grey Sweater Poncho

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2. Leggings + A Polished Poncho

Here’s another idea for how to wear leggings over 40…. Wrap yourself up in a poncho.

 

  Burgundy Floral Leather Leggings

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3. Leggings +  a Modern Tunic

A long tunic top or dress that that’s on the short side looks great paired with leggings. This feminine sheer floral tunic works well with these faux leather leggings. More cute fall tunics to wear with leggings here.

Burgundy Criss Cross Wrap Tunic Suede Riding Boots

 

 

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4. Leggings and Riding Boots

I don’t know about you but once fall hits I want to wear boots. Tall leather or suede riding boots are the perfect footwear when wearing leggings over 50. They’re comfy, and they look sporty and youthful. All you need to add is a cozy, long sweater to wear with your leggings. Then accessorize with a cute bag and a touch of jewelry, to look stylish and ready to take charge.

Color Block Sweater Leather Booties

 

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5. Leggings and a Sweater

I had to throw in this last look because sweaters with leggings are easy, and such a classic. Who doesn’t love a big, cozy sweater with a skinny pair of leggings? This artsy looking color block sweater doesn’t need much else.  A bag and shoes and touch of jewelry and you have a classy looking leggings outfit.

How to wear leggings over 40, 50 and beyond - look sophisticated

These zebra stripe leggings are too crazy to be classy.

One last thing… Remember when I started off by saying that you want to look sophisticated and not silly in leggings?

Do you notice how we’ve stuck to basic black or dark brown leggings?

The most sophisticated leggings for women over 40 are either black, brown or a dark solid color.  If you are out shopping and you come across something like these wild, patterned ones and think they look like a lot of fun, please stay away. These are more of a costume than a fashion look. Grown up gals need to look classy, not flashy in leggings.

More of the best tops for leggings in this post.  Also find Holiday top for Leggings modeled by me, here.

 

 

Finally, for those of you wondering if you can wear leggings when you are plus size, the answer is yes!

 

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