BASICS OF SALES

Most companies like to clear purchases through their purchasing agent. The actual decision to buy may be made by another member of the organization, but it always pays to contact the purchasing agent first unless you know that to be detrimental.

One thought I always maintained in my selling career was the fact that most people in an account can not help you but they certainly can hurt you. This is particularly pertinent concerning the purchasing agent. There is a reason they are in the position they are in. Some are very strong and control not only your success in the account but where you can go in the account when and how. They are that powerful. Some purchasing people have complete control over the entire operation. Others are merely rubber stamps. It behooves you to make the correct determination and to do it as quickly as possible.

Even if the purchasing agent has little or no authority, passing over him and going directly to someone else can incur his wrath and and at the very least create potential problems. Even the person you go to over the purchasing person can become a problem if he feels protocol was abandoned, or perhaps he may be a friend of the purchasing person.

You can also make use of the telephone to contact the purchasing agent in advance and perhaps he will refer you directly to the key person and be of immense help. These things are all predicated on the makeup of the account which it is your responsibility to find out about.

Getting the purchasing agent on your side can help you get the important information you need concerning company policy and the way to channel your product for a successful introduction. He can also furnish you with good information on where how and who will use your product. Some people think of purchasing people as mere stop ins on the way to important people in the account. Before you make this decision you had better be sure. Some purchasing people are the beginning and end all in accounts.

Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips

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