知彼知己——销售必备的采购思维

* 职业销售人员

全球一体化，越趋激烈的竞争，不断攀升的资源价格，越来越精明的消费者, 不断下降的企业利润......采购已成为企业战略的重要贡献者，在企业中得到越来越多的重视, 采购人员的知识和技能也在快速的提升。作为职业销售的你是否正面临越来越艰巨的挑战?
本课程让你更多地了解采购的思维，有效应对挑战，并通过换位思考的方式更高效地实现供应链上游的协同和共赢。

1.销售员如何认识采购职能
* 采购的类别
* 采购在企业中的角色和定位
* 采购的职责、责任、权力和利益
* 采购在供应链上的价值和作用
* 采购职能的运营目标和战略目标

2.采购全过程
* 采购全过程的关键点和难点
* 采购过程的组织者，参与者和决策者

3.采购的需求
* 质量Q、价格C、交付D和服务S
* QCDS与产品生命周期

4.对供应市场的分析
* 市场供求趋势，价格趋势的分析
* 发现和分析潜在供应源

5.开发新供应商所遵循的策略
* 供应商的类别：现有供应商/新供应商？外企/国企/民企
* 采购源类型：生产商/代理商/分销商购买
* 供应商数量：单一/多个
* 供应商的地理位置：本地/国内/国外
* 供应商的规模：小型/中型/大型
* 新供应商的定位：优先/选择性使用/后备

6.采购物料的战略定位和策略
* 物料定位矩阵
* 不同定位物料的采购策略

7.发现供应商
* 收集潜在供应商信息的渠道
* 初始筛选的标准和方法

8.寻价和报盘分析
* 要求的报价方式
* 报价分析的方法和技巧

9.对供应商审核，评估和选择
* 现场审核的方法和技巧
* 选择入围供应商的方法

10.常用的谈判策略和技巧
* 谈判前信息收集的方式
* 谈判方式和策略的选择
* 论点和论据的准备
* 谈判过程掌控的技巧

11.供应商业绩考核和管理
* 考核指标
* 考核团队
* 奖励和惩罚

12.采购人员的态度，知识和技能
* 个人风格及对待供应商的态度
* 所具备的知识和所掌握的技能
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
* Operation targets and strategic targets of purchasing

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

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

4. Analyze the supply market
* Analyzing market’s supply and demand trends, price trend
* 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 method 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
* Method 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