知彼知己—销售必备的采购思维

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
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