GATEKEEPERS HOLD THE KEY TO BIG SALES.(BUSINESS)

Byline: Harvey Mackay

As every salesperson knows, the key to the sale is knowing who's got the hammer.

The purchasing manager?

Maybe.

If it isn't the purchasing manager, is it the person who writes the specs the purchasing manager has to follow?

More likely.

OK, is it the person who draws up the budget for the person who writes the specs the purchasing manager has to follow?

Quite possible.

All right, is it the person who heads the department of the person who draws up the budget for the person who writes the specs the purchasing manager has to follow?

Best bet.

Any peddler worth his …