知彼知己—銷售必備的采購思維

1.銷售員如何認(rèn)識(shí)采購職能
采購的類別
采購在企業(yè)中的角色和定位
采購的職責(zé)、責(zé)任、權(quán)力和利益
采購在供應(yīng)鏈上的價(jià)值和作用
采購職能的運(yùn)營目標(biāo)和戰(zhàn)略目標(biāo)

2.采購全過程
采購全過程的關(guān)鍵點(diǎn)和難點(diǎn)
采購過程的組織者，參與者和決策者

3.采購的需求
質(zhì)量Q、價(jià)格C、交付D和服務(wù)S
QCDS與產(chǎn)品生命周期

4.對(duì)供應(yīng)市場的分析
市場供求趨勢，價(jià)格趨勢的分析
發(fā)現(xiàn)和分析潛在供應(yīng)源

5.開發(fā)新供應(yīng)商所遵循的策略
供應(yīng)商的類別：現(xiàn)有供應(yīng)商/新供應(yīng)商？外企/國企/民企
采購源類型：生產(chǎn)商/代理商/分銷商購買
供應(yīng)商數(shù)量：單一/多個(gè)
供應(yīng)商的地理位置：本地/國內(nèi)/國外
供應(yīng)商的規(guī)模：小型/中型/大型
新供應(yīng)商的定位：優(yōu)先/選擇性使用/后備

6.采購物料的戰(zhàn)略定位和策略
物料定位矩陣
不同定位物料的采購策略

7.發(fā)現(xiàn)供應(yīng)商
收集潛在供應(yīng)商信息的渠道
初始篩選的標(biāo)準(zhǔn)和方法

8.尋價(jià)和報(bào)盤分析
要求的報(bào)價(jià)方式
報(bào)價(jià)分析的方法和技巧

9.對(duì)供應(yīng)商審核、評(píng)估和選擇
現(xiàn)場審核的方法和技巧
選擇入圍供應(yīng)商的方法

10.常用的談判策略和技巧
談判前信息收集的方式
談判方式和策略的選擇
論點(diǎn)和論據(jù)的準(zhǔn)備
談判過程掌控的技巧

11.供應(yīng)商業(yè)績考核和管理
考核指標(biāo)
考核團(tuán)隊(duì)
獎(jiǎng)勵(lì)和懲罰

12.采購人員的態(tài)度、知識(shí)和技能
個(gè)人風(fēng)格及對(duì)待供應(yīng)商的態(tài)度
所具備的知識(shí)和所掌握的技能

1. The recognition of purchasing function
Classifications of purchasing
The role and positioning of purchasing in the organisation
Responsibilities, accountabilities, power and benefits of purchasing
The value and functions of purchasing
Operational targets and strategic targets of purchasing

2. The purchasing process
The key and difficulty steps in entire process
The organizers, participants and decision makers in the process

3. Purchasing needs
QCDS (Quality, Cost, Delivery and Service)
Priorities QCDS in different phases of product life cycle

4. Analyzing the supply market
Analyzing market’s supply and demand trends, price trends
Discovering and analyzing potential supplier sources

5. New supplier development policy
The classification of suppliers
The resource of suppliers
The quantity of suppliers
The location of suppliers
The scale of suppliers
Positioning of new suppliers

6. Strategic positioning of materials and it’s purchasing strategy
Matrix for materials’ positioning
Purchasing strategy of materials with different positioning

7. Discovering suppliers
Where and how to get information
Standards, tools and methods for initial suppliers’ screening

8. Analysis of suppliers’ RFQ
Requested quotations
Methods and techniques of quotation evaluation

9. Suppliers audit, evaluation and selection
The methods and skills of site audit
Methods of selecting shortlisted suppliers

10. Negotiation strategies and skills
How to collect information before negotiation
Choosing the right way and strategy
Preparation of opinions and arguments
Skills of mastering negotiation process

11. Evaluating and managing suppliers’ performance
Criteria for evaluation
Evaluating the team work
Award and penalty

12. Purchasers’ attitude, knowledge and skills
Personal style and attitude to suppliers
Purchasers’ knowledge and skills