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1、About Quality,Contents,Managing suppliers,Terms related to negotiation,Supplier management,Supplier selection,Four approaches to choose,Performance measurement,Is the suppliers business quality assured?,What lead times does the supplier need for the supply of goods and services to your business?,Wha
2、t is the suppliers policy in relation to damaged goods or the supply of goods other than to specification?,What is the suppliers record for on-time deliveries?,Supplier relationships,Case study,Summary,What factors does a company consider when choosing a supplier?Price, quality, delivery time etc. W
3、hat things can go wrong when supplying a company with materials or goods. late delivery, damaged goods, incorrect items, no stock.,Britain,France,America,ASDA,About reading,(Merger & Acquisition ),Brand,How the supermarkets are squeezing their suppliers?,Big supermarkets delay payment to their suppl
4、iers, which affects the suppliers cash flow. It is more of a problem for the smaller suppliers because the larger suppliers also play this game with their own suppliers.,Possible solutions,Government SuppliersSuppliers and consumer associations,About listening,Useful Terms,Price Discounts Quantity d
5、iscount - offered to customers who purchase in large quantities. Seasonal discount - based on the time that the purchase is made and designed to reduce seasonal variation in sales. E.g. the travel industry offers much lower off-season rates. It is also called “out-of-season” discount. Such discounts
6、 do not have to be based on time of the year; they also can be based on day of the week or time of the day, such as pricing offered by long distance and wireless service providers., Cash discount - extended to customers who pay their bill before a specified date. ; 顾客在定期付款日之前还款所得优待折扣 . E.g. Our term
7、s, as our invoice states, are 2% cash discount, only within ten days of date of invoice. 我公司的支付条件：以现金支付。 自发票开出之日起10天内付款者，打2%的折扣。 Trade discount -. a sum or percentage deducted from the list price of a commodity allowed by a manufacturer, distributor, or wholesaler to a retailer or by one enterprise
8、to another in the same trade. E.g. If you buy 5 pieces, you will get 10%discount; if you buy 10 pieces you will get 20%discount. Promotional discount - a short-term discounted price offered to stimulate sales.,The information of seller and buyer.(address, phone, fax) Name and unite price （delivery t
9、ime） Delivery and delivery conditions Method of payment Quality guarantee Delay of delivery and compensation for damage Dissolution of the contract Term of contract Rights and obligations Solution to disputes,A Contract of Supply,Phrases,dial SMS receiver call transfer call back extension star key h
10、ash key busy signal dial tone operator,receptionist pin number be engaged get through land line phone booth speaker phone long distance call answering machine car phone collect phone,video phone on the phone voice message automatic redial leave/take a message country/area code office/home number IDD
11、=international direct dialing DDD=domestic direct dialing,Example 1,A: Hello? B: Hello, is this 4474716? Id like to speak to Mr. Wang A: Im sorry. Mr. Wang is not in right now B: May I know when hell be back？ A: I dont know, but he will certainly be back for lunch. This is his wife speaking. Can I t
12、ake a message for him? B: Thank you, Mrs. Wang. Please tell him to be at airport one hour before tomorrow afternoon. A: Ill let him know as soon as he comes back. But, may I have your name，please？ B: This is Li Ming. Thank you, bye. A: Goodbye.,Example 2,A: Stone Corp. Hi, Mary speaking. B: Hello, I
13、d like to speak to Mr. Hunter, please. A: May I ask who is calling, please? B: My name is Herbert Wood of IBM Computer Company. A: Thank you, Mr. Wood. One moment, please (Into PBX) Mr. Hunter, Mr. Wood of IBM Computer Company is on the line. C: Can you find out what he wants? A: Yes, Mr. Hunter. (T
14、o caller) Im sorry to have kept you waiting, Mr. Wood. Mr. Hunter is rather busy right now and would like to know what you wish to speak to him about. B: Yes, I want to buy some computer software and talk about developing some other software. I dont know whether he is interested in that or not? A: I
15、 see. Thank you very much, Mr. Wood. Would you wait a moment, please? (To PBX) Mr. Hunter, Mr. Wood wants to buy some computer software. C: I see. Put him on line two. A: Yes, Mr. Hunter. (To caller) Mr. Wood, Im very sorry to have kept you waiting. Ill put you through to Mr. Hunter.,Telephone tips,
16、1.Clarify your thinking,2.Develop the habit of recording,3.Show your identity,8.Think about the questions in advance,7.Avoid talking with others midway,4.Call at the proper time,5.Show your purpose,6.Enough time to react,9.Dont waste time,11. Properly organize your words,10.Apologize after dialing the wrong number,12.Do not make desertion,13.Pay attention to your language,
