In the most basic of explanations, marketers (affiliates) promote the merchants via links, banners and other means that managers created and distribute to the affiliates. There is much more involved by each side, and it varies depending upon the manager and the affiliates.
Typically no one goes to companies to pitch them. Usually the company learns about affiliate marketing and decides they want to start an affiliate program. If they need help they will contract an affiliate management consultant or an outsourced affiliate management company or hire an affiliate manager.
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