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 * 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 * QCDS (Quality, Cost, Delivery and Service) * Priorities QCDS in different phases of product life cycle
4. Analyzing the supply market * Analyzing market’s supply and demand trends, price trends * 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 methods 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 * 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 * Purchasers’ knowledge and skills
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本课程让你更多地了解采购的
课程大纲
* 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
* 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
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
* 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
* QCDS (Quality, Cost, Delivery and Service)
* Priorities QCDS in different phases of product life cycle
4. Analyzing the supply market
* Analyzing market’s supply and demand trends, price trends
* 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 methods 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
* 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
* Purchasers’ knowledge and skills
本课程名称： 知彼知己—销售必备的采购思维
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