Person-to-person selling is projected to continue to account for the largest share of sales in 2004.

Nearly two-thirds (63 percent) of business-to-business sales in 2004 will still come through person-to-person selling, despite huge growth in e-commerce, according to eMarketer CEO, Geoffrey Ramsey, at the Direct Marketing Association’s recent net.marketing conference.

Even as online business-to-business sales are expected to triple by 2004 to $1.0 billion, person-to-person selling continues to play a large role, especially for big-ticket transactions. “You’re dealing with a high-dollar relationship, and you want to know the people,” said research leader for e-business strategies at Giga, Andrew Bartels. While the final contract will often be closed face-to-face, according to Bartels, “There is still an active role for the Internet in terms of both the research and qualification stages of a buying decision.”

Source: http://www.btobonline.com (May 9, 2002)