Shaklee Corporation is the leading U.S. seller of vitamins and nutritional products, having achieved this position primarily because of its two-million member direct sales organization. Members of this “Shaklee Family” do not only sell Shaklee products: they live and breathe the whole Shaklee philosophy of good nutrition and health. The importance of the field sales force is recognized by Shaklee president, Gary Shansby, who boasts, “Many people from industry don’t understand direct selling. Someone else could copy our products and our sales plan, but they couldn’t copy our sales people.”

Keywords: Analysis, Case Study, Decision-making, Management, Sales