參加對象* 職業(yè)銷售人員
1.銷售員如何認識采購職能
* 采購的類別
* 采購在企業(yè)中的角色和定位
* 采購的職責、責任、權(quán)力和利益
* 采購在供應(yīng)鏈上的價值和作用
* 采購職能的運營目標和戰(zhàn)略目標

2.采購全過程
* 采購全過程的關(guān)鍵點和難點
* 采購過程的組織者，參與者和決策者

3.采購的需求
* 質(zhì)量Q、價格C、交付D和服務(wù)S
* QCDS與產(chǎn)品生命周期

4.對供應(yīng)市場的分析
* 市場供求趨勢，價格趨勢的分析
* 發(fā)現(xiàn)和分析潛在供應(yīng)源

5.開發(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/國企/民企
* 采購源類型：生產(chǎn)商/代理商/分銷商購買
* 供應(yīng)商數(shù)量：單一/多個
* 供應(yīng)商的地理位置：本地/國內(nèi)/國外
* 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
* 初始篩選的標準和方法

8.尋價和報盤分析
* 要求的報價方式
* 報價分析的方法和技巧

9.對供應(yīng)商審核，評估和選擇
* 現(xiàn)場審核的方法和技巧
* 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
* 論點和論據(jù)的準備
* 談判過程掌控的技巧

11.供應(yīng)商業(yè)績考核和管理
* 考核指標
* 考核團隊
* 獎勵和懲罰

12.采購人員的態(tài)度，知識和技能
* 個人風格及對待供應(yīng)商的態(tài)度
* 所具備的知識和所掌握的技能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