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1、知彼知己 销售必备的采购思维 Thinking as a Buyer: Purchasing Fundamentals for Sales People Duration: 2 Days Price: 4350 Yuan Jun Nov 11-12(SH) 2-3(SH) ￥399/ 人 在线学习（推荐理由：研究证实，持续性的回顾可强化记忆和吸收。）M068 ：采购项目：需求分析M070 ：采购项目：成本分析M071 ：采购策略课程意义：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
2、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。参加对象：* 职业销售人员内容大纲：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*
3、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
4、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Program Outline：1. The recognition of purchasing function organisation * Classifications of purchasing * The role and positioning of purchasing in the * Responsibilities, accountab
5、ilities, 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*
6、 QCDS (Quality, Cost, Delivery and Service) * Priorities QCDS in different phases of product life cycle 4. Analyzing the supply market* Analyzin g market s supply and demand trends, price trends* Discovering and analyzing potential supplier sources 5. New supplier development policy* The classificat
7、ion 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 its purchasing strategy* Matrix for materials positioning* Purchasing strategy of materials with diff
8、erent positioning 7. Discovering suppliers* Where and how to get information * Standards, tools and methods for initial suppliers screening8. Analysis of suppliers RFQ* Requested quotations * Methods and techniques of quotation evaluation 9. Suppliers audit, evaluation and selection* The methods and
9、 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 * Purchase rs knowledge and skills
