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Research into the Door-to- Door Sales Industry in Australia

To achieve success as a telemarketer, you’ll need to invest the necessary time and effort to learn and master a variety of different skills. Only then will you be able to truly tap your potential for generating the sales results you and your em- ployer want. This book divides up the skills you need, explains them in detail, and then offers strategies for developing and utilizing them. Once you develop a basic understanding of each skill involved in the telemarketing process, however, it’s up to you to practice and hone those skills and discover how to prop- erly incorporate them into the telesales work you are or will be doing | Research into the Door-to-Door Sales Industry in Australia Report by Frost Sullivan for the Australian Competition and Consumer Commission ACCC August 2012 Research into the Door-to-Door Sales Industry in Australia 2012 Contents Disclaimer.5 1. Executive Summary.6 1.1 Objectives.6 1.2 Method.7 1.3 The Project Definition of Door-to-door Sales .7 1.4 Summary of Research Findings.7 1.4.1 Products and Services Commonly Sold Door-to-Door in Australia.7 1.4.2 Total Number of Door-to-Door Sales in Australia.8 1.4.3 Main Traders Using the Door-to-Door Channel in Australia.8 1.4.4 Characteristics of Products Sold Door-to-Door.9 1.4.5 Benefits of the Door-to-Door Sales Channel.10 1.4.6 Disadvantages of the Door-to-Door Sales Channel.11 1.4.7 Importance of the Door-to-Door Sales Channel Relative to Other Sales Channels 11 1.4.8 Usage of the Door-to-Door Sales Channel to Target Specific Consumers.12 1.4.9 Door-to-Door Sales Agents and Sales Techniques.13 1.4.10 Training and Consumer Law Compliance.14 1.4.11 Drivers and Restraints for Door-to-Door Sales.15 2. Introduction and Background.17 2.1 Background.17 2.2 Objectives.18 2.3 Project Approach.18 2.4 The Project Definition of Door-to-door Sales .19 2.5 Door-to-Door Sales and Direct Selling.20 2.6 The Organised and Unorganised Sectors.22 Page 2 Research into the Door-to-Door Sales Industry in Australia 2012 2.7 Other Door-to-Door Contacts.23 3. Overview of the Door-to-Door Sales Channel in Australia.24 3.1 Households in Australia.24 3.2 Products and Services Sold via Door-to-Door Sales.24 3.3 Usage of Door-to-Door Sales by Industries.29 3.3.1 Energy.29 3.3.2 Pay TV.33 3.3.3 Telecoms.34 3.3.4 Others.35 3.4 Estimated Size of the Door-to-Door Channel.37 3.5 Advantages and Disadvantages of the Door-to-Door Channel for Traders.37 3.6 Usage of the Door-to-Door Sales Channel to Target Specific Consumers.39 4. The Door-to-Door Sales Industry.41 4.1 Structure of the Door-to-Door Sales Industry.41 4.2 Business Models Employed.42 4.3 .