The model stock plan

Bibliographic data

Monograph

Identifikator:: 1820833348

URN:: urn:nbn:de:zbw-retromon-210730

Document type:: Monograph

Author:: Filene, Edward A. http://d-nb.info/gnd/123562244

Title:: The model stock plan

Place of publication:: New York

Publisher:: McGraw-Hill Book Company

Year of publication:: 1930

Scope:: xiv, 253 Seiten

Digitisation:: 2022

Collection:: Economics Books

Usage license:: Get license information via the feedback formular.

Chapter

Document type:: Monograph

Structure type:: Chapter

Title:: Chapter XVI. The most important job in distribution

Collection:: Economics Books

MOST IMPORTANT JOB IN DISTRIBUTION 231 Call slips and stock records are good. But any methods of presenting the facts on paper are most valuable as supple- mentary to the department head’s observations and expe- fences in the selling departments. He cannot get a subordinate to do this job, for only he himself has the final authority to correct all of the weaknesses of stock and selling practice. The department buyer, simply because he is accustomed to think of his function as primarily one of going to market, selecting goods, and placing the orders, is likely, at first, not to see how much this idea can help him to sell more goods, to make more profits, and, therefore, to make him more valuable to himself and to the store. Like most merchants, we are inclined to defer tremendously to any opinions or even prejudices of a good buyer. (In fact, if our buyers are not convinced, we shall probably never get our courage up to the point where we shall really and fully adopt the Model Stock Plan.) Actually, a good buyer can increase his department’s profits notably by changing his conception of his function. An alert, skilful buyer is most valuable when he uses most of his ability, his energy, and his time in finding out from his customers what goods they really want to buy. Here is where the buying should be planned. From the store he can send his assistant buyer or his buying agent into the market to place the actual orders for what he, the buyer, orders him to buy. These goods will include, in addition to the reorders, largely those articles which close contact with his customers has shown the department head are in demand and which, therefore, will sell most profitably. They will not be the goods which, in the manufacturer's showroom or with the manufacturer’s salesman, the buyer makes up his mind, sometimes rather arbitrarily, will prob- ably sell most profitably. Of course, the buyer should go into the market himself as frequently as he wants to. Certainly he should go at regular intervals to keep himself posted on the market. But if his huying agent can get for him what the buyer has ordered him to get, what the buyer has found, from personal observa-

Access restriction

Copyright

fullscreen: The model stock plan

Monograph

Chapter

Table of contents

Download

Monograph

Chapter

This page

Image fragment

Citation links

Citation recommendation