B2B sales glossary
Direct selling has two meanings: selling products directly to consumers away from a fixed retail location, usually through independent sellers; and, in B2B, a company selling through its own sales team rather than through partners.
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In the consumer sense, direct selling means independent sellers demonstrating and selling products in person or online, often in homes or workplaces. In India this is regulated by the Consumer Protection (Direct Selling) Rules, 2021.
In the B2B sense, “direct sales” simply means the manufacturer’s or vendor’s own salespeople sell to the customer — the opposite of channel sales.
| Term | In one line |
|---|---|
| Channel Sales | Channel sales is selling through third-party partners — distributors, dealers, resellers or agents — instead of (or as well as) your own sales team. |
| Personal Selling | Personal selling is face-to-face or one-to-one selling, where a salesperson communicates directly with a prospect to understand their needs and persuade them to buy. |
| B2C | B2C stands for business-to-consumer: a company selling products or services directly to individual customers for their own use, rather than to other businesses. |
| Types of Sales | Sales can be classified by who you sell to (B2B, B2C), where you sell (inside, field), how you sell (transactional, consultative, solution) and through whom (direct, channel). |
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Selling directly to customers without intermediaries — either consumer direct selling through independent sellers, or a company’s own team selling B2B.
Yes. Direct selling entities must follow the Consumer Protection (Direct Selling) Rules, 2021.
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