Direct Selling of Renewable Energy Products

Christian Friege ()

A chapter in Marketing Renewable Energy, 2017, pp 75-89 from Springer

Abstract: Abstract For the distribution of renewable energy (RE) products (e.g., green power, heat from RE) direct selling is a very suitable strategy, especially as an element of multichannel distribution. Both product criteria (necessity of explanation, emotionality) and the business model (viability for sales commissions, win–win–win constellation) play a role in the choice of distribution model. Door-to-door selling, a very common classic sales technique, will be applied here—with good reason. The argument is supported by an example (green power) to illustrate how this can be implemented in practice.

Keywords: Direct selling; Direct sales; Multichannel distribution; Sales concept; Renewable energy (search for similar items in EconPapers)
Date: 2017
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Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-319-46427-5_4

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DOI: 10.1007/978-3-319-46427-5_4

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