The first time this happens and the manager/buyer is present, I believe you should, if at all possible, meet to at least establish a relationship. If you do not have the time to meet, then explain to the salesman that you are sorry you are not able to sit down and meet. Ask if he or she has catalogs, and offer to take them and look them over. Tell them at that time the proper way you can be reached and how an appointment can be scheduled.

If the manager/buyer is not present when the sales rep comes by, make sure that your staff knows the procedures, and how to explain the situation and how to set up an appointment ahead of time.

It is important that your staff knows who is responsible for doing the buying in your store and that no matter what the circumstance, the salesman is not to take orders from any one but the appointed buyer.

Got a question for Betty Bookstore? Write to her at This email address is being protected from spambots. You need JavaScript enabled to view it..

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