Back door selling refers to the unethical practice of bypassing formal sales channels, protocols, or established relationships to sell products or services directly to customers. It involves circumventing authorized individuals or steps in the sales process, often to gain a competitive advantage or achieve personal gain. This term can be used in various contexts, such as corporate sales, marketing, or even personal relationships.
In a corporate setting, back door selling typically occurs when a salesperson or representative bypasses the company's authorized channels, such as distributors, retailers, or other approved intermediaries, to directly approach customers. This practice is considered unethical as it undermines the established sales processes, can harm business relationships, and may breach contractual agreements with authorized partners.
Back door selling can also occur within a sales team, where one salesperson attempts to undermine or "steal" a deal from a colleague by going directly to the prospect. This undermines teamwork, trust, and overall sales effectiveness within an organization.
From a marketing perspective, back door selling can refer to using indirect and subtle tactics to persuade potential customers without their explicit knowledge or consent. This can involve manipulating existing relationships or utilizing personal connections to promote products or services without proper authorization.
Overall, back door selling is widely perceived as an unethical practice that violates established business protocols, undermines professional integrity, and may damage business relationships and trust.
