Introduction

Direct selling, the distribution of consumer products and services through personal, face-to-face (salesperson-to-customer) sales away from fixed business locations has been an important marketing channel throughout the twentieth century, not only in the United States but in many other countries around the world. By the start of the present decade in the U.S. alone, direct selling channels accounted for $12 billion in sales volume produced by almost 5 million independent direct salespeople.