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- W2017140423 abstract "T HE merchandise buyers for the large retail stores have always bought whereas the purchasing agents of industrial organizations until recently have always been sold. The transition from a receptive to an initiative attitude probably best describes the evolution of the work of the purchasing agent. The development of the buyer is comparable to the development of the salesman. In the primary stage, the salesman is an taker and his counterpart is the giver. The purchasing agent's next step of waiting for the salesman to call has its counterpart in high spot when the salesman calls where he knows an order is to be given. The promiscuous sending out for quotations is not dissimilar to the circularization method of the selling end. Finally, the salesman who really sells, creates his market from a possibility and so the purchasing agent to do an equivalent piece of work must know his requirements as thoroughly as his markets and with these as a base must develop his best possibilities into competent suppliers. This leads naturally to the traveling purchasing agent, for in no other way can the buyer have a real appreciation of the size and stability of the concern with whom he does business, their ability to make dependable deliveries and to maintain quality, their equipment and personnel. Still more important, the traveling purchasing agent can much more effectively detect new sources and discover new goods than if he stayed at home. Therefore, by traveling added to his office records including trade directories, he knows his sources; but to know his requirements-what, how much and when to buy-in the present advancement of business means a considerable organization." @default.
- W2017140423 created "2016-06-24" @default.
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- W2017140423 date "1925-05-01" @default.
- W2017140423 modified "2023-09-25" @default.
- W2017140423 title "The Dependence of Purchasing Upon Scientific Knowledge" @default.
- W2017140423 doi "https://doi.org/10.1177/000271622511900108" @default.
- W2017140423 hasPublicationYear "1925" @default.
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