企業邁向國際化是必然的趨勢，對直銷業而言，朝向國際化發展更是創造倍增市場的最佳途徑，加上知識經濟時代的來臨，知識更是成為企業提昇競爭力的利器，因此企業在知識的建立取得方面必須有所安排，例如，加強相關訓練、國隊交流分享等，皆能夠強化人員的知識，亦有助於企業在國際化經營上更具競爭力。本研究目的是以直銷人員的銷售經驗為探索主軸，強調從真實的互動中汲取內涵，並依據紮根理論方法，選取三家跨國直銷業者之直銷人員為例，深度分析銷售知識的建立，並據以建構銷售知識的模型。研究結果顯示：建立直銷人員的銷售知識外，同時建立直銷人員互動關係，皆能提昇銷售績效。其中，銷售知識的建立來自於直銷人員與組織的訓練及互動，而顧客關係的建立則取決於直銷人員的人格特質及溝通方式，倘若組織與顧客面兩者皆能夠相互應用，則將有助於增進個人的學習能力與銷售技巧外，亦將能提升全體組織的銷售力與競爭力。

During the time of knowledge economy, knowledge had become critical to maintaining competitive advantages for business，therefore the overseas enterprise obtain knowledge in the field of training, knowledge sharing and team works. The purpose of this research was focus on the direct selling personnel's selling experience, emphasized on the mutual interactive. By using Grounded Theory analysis, this study focused on the establishment of sale personnd’s knowledge in three direct selling transnational businesses and constructs the structure of real condition. The result indicated that build up a direct selling personnel's knowledge and in the meantime the personnel interactive relation can encourage the higher performance. This structure established the direct selling knowledge which came from training and interaction of direct selling personnel and organization, and also established customer relationship that derived from the direct selling personnel's characteristic and communication, if both organization and customers can apply mutually, it not only can advance personal learning ability and sales skill but also promote the sales strength and competitiveness in the business.