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1、1,某零售商的采购谈判技巧NEGOTIATION TECHNIQUES,2,1、千万不要对销售业务员显示你的友善，只要告诉他你考虑与他合作。Never show friendship to a salesman, but tell him that you consider him his companion.,3,2、把销售业务员当作我们的“头号”敌人。Consider a salesman as our number 1 enemy.,4,3、要求、要求、再要求，他们最终会同意（折扣、促销活动等）。Demand, demand and demand, they will end grant
2、ing ( discounts, promotions, etc. ),5,4、千万不要接受第一次报价；让销售员乞求你；这会让你在谈判过程处于更有利的地位。Never agree on the first proposal; let the salesman beg, this will give you the necessary margin to improve negotiations on our favour.,6,5、随时记住这句话“你可以提供更好的条件。”Always remember the words “ you can dobetter than this”.,7,6、随
3、时查你的电脑，并确认对方的报价比以前更低，或尽可能的低，不断地要求更多，直到销售业务员同意为止。Always check with your computer and verify ifthe price is lower or the lowest possible. Always go for more until the salesman gives it to you.,8,7、随时把自己当做某人的下属，同时记得销售业务员也是某人的下属，他的上级领导应可以给我们更多的折扣。Always show yourself as a dependent orsubordinate, and al
4、ways remember that a salesman is a subordinate, his senior surelyhas an additional discount to offer.,9,8、假设一个销售业务员轻易的同意你所要求的条件，或他要求上洗手间，或去打电话，回来时他告知他的上级领导已同意你要求的条件，这显示他所同意的条件本来就是他打算给的条件。此时，你应该再要求更好的条件。If a salesman readily grants what you ask or asksto go to the toilet or uses the phone and returns
5、with an approval, consider that what he is giving was meant to be given; ask for more.,10,9、你的脑袋要精明，但要装得像个笨蛋。 Be bright, but show yourself as an idiot ( fool ).,11,10、如果你没有得到应得的交换条件，请不要让步。Do not concede anything if you do not receive something in exchange.,12,11、记住：一个销售业务员总是期待采购员会要求某些条件，而他通常不会要求以任何条
6、件做为交换。Remember that the salesman always expectsthe buyer to ask for something and generally does not demand anything in exchange.,13,12、记住：一个前来向你建议订货量的销售业务员通常是比较有组织能力，而且专业的。善用你的时间去了解那些没有组织能力，却希望进入或害怕退出我们供应链的销售业务员。Keep in mind that a salesman coming up with a suggested order is generally more organis
7、edand professional, use your time to acquaint disorganised salesmen that wish to enter, or areafraid of quitting, the net.,14,13、不要同情销售业务员；玩玩“坏人”的游戏。 Do not feel compassion for a salesman; play the “bad guys” game.,15,14、不要犹豫使用“争论”的手段，即使你的“争论”是假的。例如：“你的竞争对手的销售业务员总是给我更好的促销方案、交易条件及商品的周转率。”You must not
8、 hesitate in the use of arguments as tool, even if they are false, for example, a competitors salesman always offer better proposals, terms and rotation.,16,15、坚持同样的“异议”（注：不同的意见），不论他们是多么的不合理，销售业务员最后会相信他所听到的事情。Insist on the same objections, no matter howabsurd they appear, the salesman will end belie
9、ving what he is listening.,17,16、别忘了80的条件是在谈判的最后阶段达成。刺激销售业务员，让他害怕失掉生意或输掉谈判。Do not forget that 80% of the conditions are obtained in the negotiations last stage. Stimulate the salesmans fear to lose the salesor negotiation.,18,17、千万不要忘记：我们必须从销售业务员得到更多的信息（资讯），了解经常拜访我们的销售业务员的个性及需要，找出他们的弱点。Never forget
10、that we have to obtain as much information as possible from the personality and needs of the salesmen that visit us regularly, discover their weak side.,19,18、经常要求销售业务员搞促销活动，用更大的进货量与他谈判，尽可能的得到更多的折扣。快速地在剩余时间里充当胜利者的角色。Always invite a salesman to participate in a promotion. Close negotiations with a hi
11、gh volume, and obtain as much discount as possible, be expeditious and play the winner with the time thats left.,20,19、当销售业务员要求太过分时，给他吃点苦 头。威胁他，说你要随时中止谈判。让他等，与他约好时间，但不与他会面。在与他会面前先与其他销售业务员洽谈事情，威胁他，说你要他的商品下架，或缩小排面，把他们的促销员（导购）清场。只给他们一点点时间去决定事情。同时你自己作估算，纵使你的估算不准确，该销售员将必须给你更好的条件。,21,Unsettle the salesman
12、 demanding impossiblethings. Threat him to cut negotiations any moment. Make him wait, give him an appointment and do not attend, meet with other salesmen before him. Threat him with the withdrawal of his products and reduction of space. Displace their merchan disers from theshops. Give them little
13、time to decide, calculatethings yourself, even if they are inaccurate, the salesman will have to give you more.,22,20、记住：“折扣”有许多替代的名称，例如：津贴、补品及赞助金等等。任何赞助活动都受欢迎。Remember “ discount” has many names : allowances, courtesies, gifts, sponsorship, budget ( money ), and so on. Every event is welcome.,23,21
14、、不要显现出不确定或没有安全感的样子，这对采购员而言是最糟糕的事。Do not show uncertainty or insecurity. Itis the worst that can happen to a buyer.,24,22、避开“毛利率”这个主题，因为恶魔害怕十字架。（注：意思是只谈进价，不谈售价，我们的毛利率与供应商无关。）Escape the “ margin” subject, as the devil escapes a cross.,25,23、假设某销售业务员拖延对你的回复，告诉他你已经与他的竞争对手成交了。If the salesman delays in gi
15、ving you an answer, tell him that you already concluded the transaction with the competitor.,26,24、千万不要让销售业务员质问你所提出的任何 促销活动或行动方案。Never allow a salesman to question any promotion or action that you are requiring.,27,25、记住这句话：“我卖我所买的商品，但我不一定买我所卖的商品。”这对我们是最重要的事。我们采购高周转率，有利润的商品，这是必要的最坏打算。Remember the wo
16、rds “ I sell what I buy, and not always I buy what I sell”. This is the most important issue for us. We purchase productsof high rotation and profitability, that are a necessary worst.,28,26、不可让一个销售业务员知道我们的信息（资讯）。他知道的愈少，他愈相信我们所讲的。A salesman must never read our information, the less informed he is the more he will believe us.,29,27、不要被一个销售业务员展示新设备或新科技吓倒。这并不意味着他比我们更有准备。Dont panic when a salesman displays new equipment or technology. This does not mean they are more prepared than us.,
