Benefits of a Direct Sales Force

Direct reps devote 100% of their selling effort to a single company and its products.

Since they are employees, maintaining control over direct sales reps is not an issue.

Product knowledge is maximized when reps concentrate on a single line.

Clearly representing a company rather than themselves, direct reps have high credibility among customers.

Direct reps are easier to manage.

Some direct reps will develop into company managers.

It is easier to fit a direct sales force into the corporate culture than to achieve such harmony with independent reps.

As employees operating within a structured corporate context, direct reps are able to tolerate a weak support organization.

Good will earned by direct reps accrues entirely to the company they represent.

Sales-function tasks peripheral to actual selling are readily executed when they fall within the direct rep's job description.