知彼知己—銷售必備的采購思維

1.銷售員如何認識采購職能
采購的類別
采購在企業(yè)中的角色和定位
采購的職責、責任、權力和利益
采購在供應鏈上的價值和作用
采購職能的運營目標和戰(zhàn)略目標

2.采購全過程
采購全過程的關鍵點和難點
采購過程的組織者，參與者和決策者

3.采購的需求
質量Q、價格C、交付D和服務S
QCDS與產品生命周期

4.對供應市場的分析
市場供求趨勢，價格趨勢的分析
發(fā)現和分析潛在供應源

5.開發(fā)新供應商所遵循的策略
供應商的類別：現有供應商/新供應商？外企/國企/民企
采購源類型：生產商/代理商/分銷商購買
供應商數量：單一/多個
供應商的地理位置：本地/國內/國外
供應商的規(guī)模：小型/中型/大型
新供應商的定位：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)現供應商
收集潛在供應商信息的渠道
初始篩選的標準和方法

8.尋價和報盤分析
要求的報價方式
報價分析的方法和技巧

9.對供應商審核、評估和選擇
現場審核的方法和技巧
選擇入圍供應商的方法

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
論點和論據的準備
談判過程掌控的技巧

11.供應商業(yè)績考核和管理
考核指標
考核團隊
獎勵和懲罰

12.采購人員的態(tài)度、知識和技能
個人風格及對待供應商的態(tài)度
所具備的知識和所掌握的技能

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