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課程意義：

球一體化, 越趨激烈的競爭, 不斷攀升的資源價(jià)格, 越來越精明的消費(fèi)者, 不斷下降的企業(yè)利潤… . 采購職能已成為企業(yè)戰(zhàn)略的重要貢獻(xiàn)者, 采購職能在企業(yè)中得到越來越多的重視, 采購人員的知識(shí)和技能在快速的提升。 作為職業(yè)銷售的你是否正面臨越來越艱巨的挑戰(zhàn)?

本課程讓你更多地了解采購的思維, 有效應(yīng)對挑戰(zhàn), 并通過換位思考的方式更高效地實(shí)現(xiàn)供應(yīng)鏈上游的協(xié)同和共贏。

培訓(xùn)受眾:

職業(yè)銷售人員

課程大綱:

1.銷售員如何認(rèn)識(shí)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(zé), 責(zé)任, 權(quán)力和利益

* 采購在供應(yīng)鏈上的價(jià)值和作用

* 采購職能的運(yùn)營目標(biāo)和戰(zhàn)略目標(biāo)

2.采購全過程

* 采購全過程的關(guān)鍵點(diǎn)和難點(diǎn)

* 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(jià)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(jià)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(gè)

* 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(biāo)準(zhǔn)和方法

8.尋價(jià)和報(bào)盤分析

* 要求的報(bào)價(jià)方式

* 報(bào)價(jià)分析的方法和技巧

9.對供應(yīng)商審核, 評(píng)估和選擇

* 審核的方式

* 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

* 談判方式的選擇

* 談判策略的選擇

* 論點(diǎn)和論據(jù)的準(zhǔn)備

* 談判過程掌控的技巧

11.購買過程

* 向誰買? 買多少? 如何買?

* 對不符合性(QDS)的處置

12.供應(yīng)商業(yè)績考核和管理

* 考核指標(biāo)

* 考核團(tuán)隊(duì)

* 獎(jiǎng)勵(lì)和懲罰

13.采購人員的態(tài)度, 知識(shí)和技能

* 個(gè)人風(fēng)格

* 對待供應(yīng)商的態(tài)度

* 所具備的知識(shí)

* 所掌握的技能

Outline:

1.The recognition of purchase function

* Classifications of purchasing

* The role and positioning of purchasing

* Responsibilities, accountabilities, power and benefits of purchasing

* The value and functions of purchasing

* Operation targets and strategic targets of purchasing

2.The purchase process

* The Key and difficulty steps in entire purchase process

* The organizers, anticipators and decision maker in the process

3.Purchase needs

* QCDS (Quality, Cost, Delivery, Service)

* Priorities QCDS in different phase 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: priority/choice/backup

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 method of supplier audit

* The methods and skills of site audit

* Method of selecting shortlisted suppliers

10.Negotiation strategies and skills

* The methods of information collection before negotiation

* Choosing the right way of negotiation

* Choosing the right negotiation strategy

* Preparation of opinions and arguments

* Skills of mastering negotiation process

11.Purchasing process

* From whom? How many/much? How to purchase?

* How to deal with the non-conformities

12.Evaluating and managing suppliers’ performance

* Criteria for evaluation

* Evaluating the team work

* Award and penalty

13.Purchasers’ attitude, knowledge and skills

* Personal style

* Purchasers’ attitude

* Purchasers’ knowledge

* Purchasers’ skills

專家老師

由知名專家講授，運(yùn)用眾多實(shí)戰(zhàn)案例，深入淺出剖析難點(diǎn)問題，欲了解老師更多詳情，敬請致電咨詢。

我要報(bào)名

在線報(bào)名：知彼知己――職業(yè)銷售必備的采購思維(上海)