Are direct sales or indirect sales better? We answer with the word we sometimes hate: it depends.

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By: Gabriela Jaimes Galindo

When it comes to sales, there are two main approaches: direct and indirect. So, which one is best for your business? It undoubtedly depends on many factors that we will explain in this article.

Direct sales are those in which your sales team establishes direct contact with the customer, whether in a physical store, an e-commerce platform, or through other channels such as calls or chat. In this type of sales, the seller is responsible for the entire process, from the initial contact to the delivery of the product or service.

On the other hand, in indirect sales, your sales team does not establish direct contact with the buyer. Instead, intermediaries (wholesalers, distributors, or resellers) are used to make the sale. You have no control over the sales process in this case, as the transaction depends entirely on the intermediary.

Direct Sales vs Indirect Sales - Keybe KB:

Both sales approaches have pros and cons. In direct sales, we have greater control over the sales process, which can result in higher quality service and better attention to our customers. Additionally, this type of sales can be much more profitable as we do not have to give a portion of the profits to intermediaries. However, a disadvantage may be that our business assumes all the financial risk and customer service in case something goes wrong.

In terms of indirect sales, one of its advantages is that you can reach a wider audience and new markets, in addition to reducing sales costs, as your business does not have to exclusively allocate resources for advertising or direct marketing. However, one of its disadvantages is that there is no way to have control over the sale until the end, and there may be communication problems between the seller, the intermediary, and the buyer.

In conclusion, both types of sales have advantages and disadvantages that should be considered before choosing. The choice will depend on the objectives and needs of the business, as well as the industry and market in which it operates.

If taking care of your image and the details of your sales is paramount, we recommend direct sales. But if, on the contrary, you want to be a little more relaxed about that process and want to grow more, you can choose indirect sales. But again, this depends on what? The vision you have planned for your business.

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