IT Enabled In-Home Direct Selling Presentations

In 2007 over $30 Billion in US retail sales were driven by over 15 million US direct sales distributors selling everything from cosmetics, household goods, nutrition, life insurance and mortgages. (Direct Selling Association). In the direct selling industry, prior to the Internet, direct sales presentations relied on a direct selling distributor traveling to the prospect’s home to make a presentation (Raymond & Tanner, 1994, p. 130). This research makes several contributions: 1. It provides additional academic literature on a powerful distribution channel that is a viable alternative to traditional retail, yet has had little academic study. 2. It provides an updated academic definition of direct selling since previous definitions were given before the Internet changed the way the business operates. 3. It demonstrates that an IT enabled telecommute sales presentation may be a viable alternative for the direct selling distribution channel compared to their traditional in home presentations.