Purchasing Strategies and Performance Results采购策略和执行结果

Purchasing and Supply Chain practitioners with 2-5 years experience.

To provide participants with an overall understanding of world class practices for Inventory Management, Negotiations, Effective Communications, Cost Savings and Supplier Management. Each of the five topic will include at least one real world case study

Certification for "Purchasing Strategies and Performance Results Training"

Day 1

I. Inventory Control
Definition of Inventory
Push VS Pull systems
ABC analysis
Transportation (in transit)
Cost of Goods Sold

Inventory classifications
Raw materials (production)
In-process goods
Finished goods
Maintenance repair and operating (indirect

Inventory Management Systems
Vendor managed inventory
Consignment

Inventory turnover rate/investment
Turnover rate = Cost of goods sold
Inventory value
II. Negotiations

Four Phases of Negotiations
Fact finding
The recess
Narrow the differences
Agreement

Negotiator Traits
Planning skill
Ability to think clearly under stress
Analytical
Logical
Willing to compromise

Buyer´´s role
Facilitator
Subject Matter Expert
Ensure fairness (Win-Win)
Team Leader

Some Do´´s and Don´´ts
Give yourself room to negotiate
Get something for everything you give
Give concessions that give nothing away
Don´´t be afraid to say no

Buyers negotiate to obtain
A fair and reasonable total cost
Required quantities and quality
On time performance

Negotiation considerations
Competition
Price, quality and service
Production service capabilities
Specs clarity and compliance
Strategic alliance

Negotiation objectives
Fair and reasonable total cost
Performance that meets/exceeds expectations
Specification conformance
Win-Win

Key negotiation elements

Negotiation philosophies
Win - Win
Lose - Lose

Why most negotiations fail

Negotiation Tactics

You have more power than you think!


Day 2

III. Effective Communications- Objective is to provide participants with the ability to:
Capitalize on personal style for more effective communication.
Describe the impact of body language and voice tones on communication.
Explain the effective use of office communication tools such as the telephone and email.
Rephrase blunt language to achieve results without offending anyone.
List strategies for dealing with difficult behaviors.
Demonstrate how to deliver constructive feedback and how to politely disagree.
Develop an action plan to improve communication skills
Topics:
Dealing with Communication elements
Cross-Cultural Communication
Dealing with Difficult People
Business Etiquette
Listening Skills
Communication Skills for Managers
Presentation Skills
Business Writing
Communication Skills
Negotiation Skills
Sales
Conflict Resolution
What Is Diplomacy
Building Personal Credibility
It´´s Not What You Say
Communication tools: Voicemail, Email, Memos

Mr. Kelley has over 30 years of key leadership roles with multi-national companies. His responsibilities covered Sourcing, Purchasing, Supply Chain, Operations, Materials,Finance, Customer Service, Strategic Planning, Logistics, Quality Assurance and Information Systems. International business experience spans nine countries in the FarEast, five countries in Europe, as well as Mexico and Canada