ABSTRACT
Buyers have a pivotal role within retail organizations, not least for the fact that it is their responsibility to make reality the retailer’s positioning statement through their selection of appropriate products and services. Consequently, the contribution of the buyer to the success of the retailer is considerable and requires that they possess a range of skills and talents, not least of which is the ability to identify, interpret and satisfy consumer needs and wants. Various attempts have been made to locate the requisite competencies of a successful buyer, and among those that have been identified include skills of market and numerical analysis, negotiation and communication (Varley, 2001). Furthermore, and perhaps the most important of buyers’ skills, is that of flair and creativity (which is arguably an intuitive competence), and which is evident as part of the process of range development and product selection.
