參加對(duì)象* 職業(yè)銷售人員
1.銷售員如何認(rèn)識(shí)采購(gòu)職能
* 采購(gòu)的類別
* 采購(gòu)在企業(yè)中的角色和定位
* 采購(gòu)的職責(zé)、責(zé)任、權(quán)力和利益
* 采購(gòu)在供應(yīng)鏈上的價(jià)值和作用
* 采購(gòu)職能的運(yùn)營(yíng)目標(biāo)和戰(zhàn)略目標(biāo)

2.采購(gòu)全過(guò)程
* 采購(gòu)全過(guò)程的關(guān)鍵點(diǎn)和難點(diǎn)
* 采購(gòu)過(guò)程的組織者，參與者和決策者

3.采購(gòu)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(chǎng)的分析
* 市場(chǎng)供求趨勢(shì)，價(jià)格趨勢(shì)的分析
* 發(fā)現(xiàn)和分析潛在供應(yīng)源

5.開(kāi)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(guó)企/民企
* 采購(gòu)源類型：生產(chǎn)商/代理商/分銷商購(gòu)買(mǎi)
* 供應(yīng)商數(shù)量：?jiǎn)我?多個(gè)
* 供應(yīng)商的地理位置：本地/國(guó)內(nèi)/國(guó)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(gòu)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(gòu)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(pán)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(chǎng)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(guò)程掌控的技巧

11.供應(yīng)商業(yè)績(jī)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(gòu)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
* 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