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- Nature of goods: Technical, Industrial, Perishable or goods that require servicing and
installation should be sold directly to ultimate consumers or through retailers.
- Marketing costs: Goods that require special marketing facilities like storage, refrigeration,
etc should be sold through intermediaries in order to cost share the marketing costs.
- Size of the market: where the size of market is large enough, direct selling is preferred.
- Nature of the market: where the market is local and the producer can reach his customers
with ease and make large sales then direct selling is the best.
- Scale of production: Small producers like small scale farmers should sell their products
directly
- Marketing risks: Where these risks are high such as spoilage and fall in value, its advisable
to sell through intermediaries in order to distribute these risks.
sharon kalunda answered the question on March 4, 2019 at 13:21
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