Door to door sales – often called direct selling – has shown strong growth in recent years in Brazil, one of the largest global markets both in terms of direct selling and Beauty and Personal Care. Moreover, the strong growth in door to door sales compared with physical retail stores has caught the attention of new entrants. Considering direct selling as a commercialization system of consumer goods and services outside a physical shop, based on the direct contact between buyers and sellers, personal relationships appear to be a decisive aspect for the final purchase. However, companies that adopt this type of sales strategy, mostly have difficulty in the management and control of the relationship between representatives and consumers. Therefore, the knowledge of the characteristics and attitudes of these representatives, who act independently, is essential. Based on this concept, the study focuses on a exploratory research aiming to understand the profile of the sales representatives of a company that adopted a door to door sales system and to evaluate the relationship between representatives profile and attitudes and their performance. To conduct the survey a sample of representatives of the leading company in the direct selling market, as well as in the Beauty and Personal Care industry in Brazil, Natura, was selected. The study provides some indicators that may be useful to future researchers on the subject, particularly in Brazil.