Realize More Sales Opportunities by Speaking to Department Managers
Why not try to ask for the department manager? He or she is responsible for making sure the department runs smoothly. Their position requires overseeing all aspects of the department from the display to the point of sale to the completing and verifying administrative work at the close of business day. Even though they may assign another employee to handle a portion of these tasks, it remains the department manager's responsibility to see that everything goes as smooth as possible throughout the course of the business day.
Knowing this, the department manager will most likely be communicating with the person who makes the purchasing decisions, and therefore may influence purchasing, overall. The department manager's actions are crucial in addressing customer's complaints, needs and wants. This interaction creates the role of liaison between the customer and the financial decision maker.
As depicted in the illustration, we see the customer dealing directly with the sales clerk. But the customer has really two lines of communication:
1) sales clerk
2) department manager
If the customer is dissatisfied at any time during the shopping experience, the manager is going to be the easiest target of communication as opposed to the business owner being constantly available.
The department manager has three avenues of communication:
1) customer
2) sales clerk
3) owner / financial decision maker
These opportunities of interaction enable the department manager to know their customer's requests, as well as what is expected from the owner / financial decision maker of the business.
So, when calling upon prospects, do not underestimate the influence of the department manager. Even though they do not make final purchasing decisions, they have the power to influence those who do.
Published by Nina Nixon
Nina Nixon has been writing for more than 24 years. She has written hundreds of articles covering topics about business, technology, gardening and home improvement. Nixon is certified with the City of Columb... View profile
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