Page 20 - DMGT554_RETAIL_BUYING

Unit 1: The Buyer's Role

Through proper communication techniques, the buyer ensures cooperation that will make his Notes
or her bottom line more profitable.

Human Resources

Selecting the people who are best suited to aid the buyer in his or her everyday role is not the
responsibility of just one person. Although the buyer makes the ultimate decision concerning
the choice of assistant buyers, the Human Resources Department plays a significant role in the
selection process. Through the proper recruitment techniques and screening devices, the buyer
will receive a list of candidates that has been narrowed to those with the most potential. In this
way, the buyer is needed for only a brief period to make the final decision, and is saved from
spending valuable time that could be used for other responsibilities.
By working closely with the people in human resources, the type of individuals sought by the
buyer can be more easily discovered. Although initially the recruitment procedure is based on
company job descriptions, a word from the buyer will most often help to give specific suggestions
for the search.
When the working relationships between the buyer and the other members of the store’s
management team have been solidified, and a regular dialogue has been established, the overall
success of the company is better served.

Self Assessment

Fill in the blanks:
1. .......................... is a name given to two or more units under common ownership, enjoyed
extreme financial rewards.
2. In the vast majority of the companies, the buyer operates from the store’s main retail
facility, known as the ..........................
3. .......................... does not include a startup fee.
4. Large retail operations such as chain organizations and department stores are structured
as .......................... operations.
5. The facility of .......................... doesn’t take the department managers away from their
selling floor responsibilities as does the telephone.
6. .......................... was a four-division approach to managing a retail operation that had
merchandising as one of its divisions.

7. The .......................... selected for display is usually the buyer’s decision.
8. Whether it is a fashion show, anniversary sale, or any special store promotion with a
merchandise orientation, the buyer is the one who selects the items to be used for the
..........................
9. When visiting vendors to evaluate new lines and make their merchandise selections, they
must be able to .......................... the terms in their negotiations.

10. The store’s records quickly tell the .......................... which merchandise are selling quickly
and which items are slow sellers.
11. .......................... is the best means by which a merchant “prospects” for customers.

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