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Unit 1: The Buyer's Role

The question of how much formal education is needed to achieve the level of buyer is often Notes
debated. Is a two-year associate’s degree sufficient? Is a bachelor’s degree a must? Or is a master’s
degree even better? In the major department stores that have executive training programs, a
minimum of a bachelor’s degree is generally required. Some even seek those who have graduate
business degrees. Many chain organizations will accept associate-degreed graduates for their
training programs and eventually promote them to assistant buyers and eventually buyers.
There are a great number of major retailers who will hire the two-year graduates and offer them
tuition reimbursement for part-time study so that they can acquire their baccalaureates. There is
no absolute educational formula. Those with the ambition and a limited educational background
might enter a retail organization and demonstrate in lesser jobs that they have the practical
knowledge and desire for upward mobility. Sometimes this track will eventually lead to a
buying career.

Enthusiasm

When two candidates for employment offer similar credentials in terms of education and
experience, the enthusiastic candidate is more likely to be hired. It is generally agreed that
someone who aspires to become a buyer and will interact with assistant buyers, department
managers, and sales associates should have an enthusiastic attitude to motivate them in their
jobs. This enthusiasm could then transfer to the shoppers who are looking to make purchases. It
might not be considered a qualification, but perhaps an important quality.

Analytical Excellence

With decision making always present in the buyer’s daily routine, analytical ability is a must.
Should we buy the safe basic colors of the season, or should we buy the fashion colors? Should
a new price point be added to the inventory, or should I stay with the price points that have
proven to generate the most sales in the past? Should the items that have sold well be advertised,
or should newer, more exciting styles be promoted in the newspaper? Should some of the
promotional dollars be spent on television commercials, or should the newspaper get all of the
budgeted advertising allocation? These are just some of the questions that require buyer analysis.
Only analytical excellence will help measure and evaluate situations and trends necessary for
sound decision making.

Ability to Articulate

Buyers, by the very nature of the job, are continuously interacting with people. When visiting
vendors to evaluate new lines and make their merchandise selections, they must be able to
articulate the terms in their negotiations. When speaking with their superiors, such as divisional
merchandise managers, in the hope of acquiring a larger purchasing budget, communications
skills are essential. They must be able to communicate with their assistants in a meaningful and
knowledgeable manner so that the assistants will be able to carry out delegated responsibilities.
The ability to articulate with department managers and sales associates will help give them a
better understanding of new merchandise and how to handle questions from the shoppers to
whom they hope to sell.

A buyer’s communication skills should be not only of a verbal but also of a written nature. With
the buyer often based in corporate headquarters away from the selling floors, or visiting foreign
arenas where a wealth of purchases are now made, written communication is extremely
important. Information regarding a particular style or inventory level can quickly be obtained
through faxing or by e-mail. When clearly and concisely spelled out, the response will surely
contain the desired information.

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