Missionary Selling

Definition: Missionary Selling is a form of personal but indirect selling in which the salesperson tries to provide information about given products to an individual who has an influence on the buying decision. In other words, the sales person tries to create missionaries to spread the word on behalf of him.
A typical example is in pharmaceutics were medical products are not sold directly to patients, but indirectly by "detailers" providing doctors and similar medical practitioners with brochures and scientific test results containing information about the product who then determine whether they will prescribe the medicines to their patients.
See also Opinion Leaders.

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