Jul 7, 2016


I Strongly insist all Salespeople to gain knowledge on all related field of his company. Only sales knowledge or selling skills may not be sufficient for them to handle the objections and tracking the customer in his field. I am sure this additional knowledge will enhance his selling attitude and selling practice even more on his day to day sales calls.

This additional knowledge may be useful in his customer seminar, small presentation and group discussions. Because you may be aware that most of the seminars or decision making group discussions involve top management and middle management in any organization which would help them to close the sales or making commitments to proceed further in the concerned matter. During such circumstances, if a salesperson not able to respond.

positively or fails to reply to the comments made by the customer, he may have to lose his opportunity of selling his benefits (products) to customer permanently. Hence it is very essential to know and understand the current management policy, purchase management, quality and assurance, design department, marketing, customer logistic, packing and dispatching of goods etc. Purchasing method or any purchasing policy may be slightly different from company to company, but purchasing procedure will be same. So, I have few tips on purchase for sales people below and I am sure this will guide and provide information on purchase management.

Purchasing Management.

Purchasing Procedure.

Purchasing for any organization, company and any institution involves arranging for the supply on time and at a suitable price of the right quantity of goods and materials, equipment, services and supplies which are required to meet production programmers, sales plans or operating departments. A standard purchase procedure consists of the following four stages: Few examples are given here to know more on purchase department.


Supplier selection.

Contract stage.


Initiation – Purchase Requisition.

A purchase requisition is a request to the purchase department for something to be purchased. It serves to initiate the purchase and also for audit purpose to provide evidence of authorization or action taken. An example of the purchase requisition contains following items.

Requisition No.

To Department.


Date material – wanted.


Prepared by.

Approved by.

Sanctioning authority.

Particulars of format- Description and Code No.

Material on hand.

Orders pending.

Approximate value.

Special instructions.

Signature of the receiver.


Recd. In purchase department.


Order form.



Please give full specifications and avoid words immediate and urgent

Requisition must be filled up in consultation with store to avoid delay.

It is the responsibility of indenter to ensure that material is consumed within stipulated time period.

This is a very important form. It shows specifications of materials, quantity required material on hand, pending orders and average monthly consumption. This should be filled in carefully by the departments.

The most important columns ‘quantity required’. ‘ Date of material wanted’ and ‘ordering quantity’ has to be ascertained after considering stock on hand, rate of consumption and lead time i.e. period required in actual receipt of goods after placing the order.

The purchase department receives requisitions from various shops/dept. Such as stores, maintenance, production, machine shop assembly etc. for their non repetitive items. For supply of regular items, requisitions are filled in by the stores.

A broad classification of materials required by us has been made and records (quantity and value) are maintained in the accounts departments. The record of quantity is also maintained in the store. The classification is as below.

Raw materialsIron and steel and end product components.

Motor division.

Bolts and nuts.

Electrical goods.

Tools and drills.

Building materials.

Machines spares.


Departmental stores.


Auto components etc.

Miscellaneous materials.


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