Distributor selling ranges from simply presenting products to operating as sales promotion agencies for their clients. The latter creates full-blown promotional programmes and offer such services as copywriting, artwork, catalogue development, warehousing and fulfillment. By working with a distributor, promotion buyers can save time and energy in their search for the right products at the right price. The distributor's expertise allows him/her to easily find and bring products to the client, thus providing a "one-stop shopping" service. This type of service also builds long-term relationships between the distributor and the client. Through knowledge and experience, the distributor is better able to ascertain the needs of the promotion buyer in order to obtain the desired results.
Product sales are made on the basis of being in the right place at the right time with the customer asking a have-you-got question. Idea or programme selling is rooted in product selling as it requires a knowledge of what promotional products are available and appropriate. Yet it also requires an understanding of how a client's business works, including their goals and obstacles. Idea selling requires having insight into specific promotional or communication problems the client might be facing and being able to solve these problems with promotional products applications.