A direct channel is appropriate for marketing expensive or complex products, and when targeting large organization customers needing extra service. By going direct, you can be more responsive to consumer needs. Indirect organizational channels a. Agents, known as a manufacturer's representatives , focus on particular product categories and have needed contacts. Industrial distributors are marketing organizations that perform many of the functions that wholesalers perform. D. Using Direct Channels 1.
Some producers prefer to reach out directly to ultimate consumers.
Direct marketing is a two-way process of marketing communication through which marketers offer products and customers buy without contact with channel partners. Direct selling refers to direct sales contacts between sales people and customers. Some marketers combine a direct channel with a variation of direct selling called multilevel marketing or network marketing . The marketer sells products to individuals who serve as independent distributors. These distributors both sell to customers and recruit and sell to other distributors.