Diss.--Freie Universität Berlin, 2005. / Description based on print version record. Includes bibliographical references.

Diss.--Freie Universitat Berlin, 2005. / Includes bibliographical references. Also available in print.

Dissertation : Berlin :Freie Universitat Berlin, 2005. / Includes bibliographical references (p. 254-294)

Dissertation : Berlin :Freie Universitat Berlin, 2005. / Includes bibliographical references (p. 254-294)

The thesis deals with direct sales and its use in small business. Specifically, the sales of Internet service of regional ISP. The aim of this work is to demonstrate that direct selling is the way how to obtain new customers for the company JHComp in a competitive market, the market where the company itself has been long time active. To this end, the project plans the sale and subsequently leads to implementing the plan. The theoretical part deals with the concept of "direct sale" within the meaning of "person to person", settles the concept into a spectrum of marketing tools, informs about the history and highlights the facts. It also deals with the theory of marketing plan design and implementation of a plan. The practical part finally results in the assessment of executed sales and the entire project as a contribution to the company. Further proposes the use in the future.