Purchasing and Supply Chain practitioners with 2-5 years experience.
To provide participants with an overall understanding of world class practices for Inventory Management, Negotiations, Effective Communications, Cost Savings and Supplier Management. Each of the five topic will include at least one real world case study
Certification for "Purchasing Strategies and Performance Results Training"
I. Inventory Control Definition of Inventory Push VS Pull systems ABC analysis Transportation (in transit) Cost of Goods Sold
Inventory classifications Raw materials (production) In-process goods Finished goods Maintenance repair and operating (indirect
Inventory Management Systems Vendor managed inventory Consignment
Inventory turnover rate/investment Turnover rate = Cost of goods sold Inventory value II. Negotiations
Four Phases of Negotiations Fact finding The recess Narrow the differences Agreement
Negotiator Traits Planning skill Ability to think clearly under stress Analytical Logical Willing to compromise
Buyer´´s role Facilitator Subject Matter Expert Ensure fairness (Win-Win) Team Leader
Some Do´´s and Don´´ts Give yourself room to negotiate Get something for everything you give Give concessions that give nothing away Don´´t be afraid to say no
Buyers negotiate to obtain A fair and reasonable total cost Required quantities and quality On time performance
Negotiation considerations Competition Price, quality and service Production service capabilities Specs clarity and compliance Strategic alliance
Negotiation objectives Fair and reasonable total cost Performance that meets/exceeds expectations Specification conformance Win-Win
Key negotiation elements
Negotiation philosophies Win - Win Lose - Lose
Why most negotiations fail
You have more power than you think!
III. Effective Communications- Objective is to provide participants with the ability to: Capitalize on personal style for more effective communication. Describe the impact of body language and voice tones on communication. Explain the effective use of office communication tools such as the telephone and email. Rephrase blunt language to achieve results without offending anyone. List strategies for dealing with difficult behaviors. Demonstrate how to deliver constructive feedback and how to politely disagree. Develop an action plan to improve communication skills Topics: Dealing with Communication elements Cross-Cultural Communication Dealing with Difficult People Business Etiquette Listening Skills Communication Skills for Managers Presentation Skills Business Writing Communication Skills Negotiation Skills Sales Conflict Resolution What Is Diplomacy Building Personal Credibility It´´s Not What You Say Communication tools: Voicemail, Email, Memos
Mr. Kelley has over 30 years of key leadership roles with multi-national companies. His responsibilities covered Sourcing, Purchasing, Supply Chain, Operations, Materials,Finance, Customer Service, Strategic Planning, Logistics, Quality Assurance and Information Systems. International business experience spans nine countries in the FarEast, five countries in Europe, as well as Mexico and Canada
本课程名称：Purchasing Strategies and Performance Results采购策略和执行结果