Negotiation Training with APS

  Understanding Sellers Tricks and Techniques
Association for Purchasing and Supply

  

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Understanding Sellers Tricks and Techniques - to book call 01 836 9685

Course Overview

It is important that buyers understand how sales people work, their methodologies and the tactics they employ to leverage their position of best advantage, prior to, during and after the Sale is "done and dusted".

Our one day training seminar is for Buyers and those within your organisation that have regular contact with suppliers to your company.  Very often a good sales person will garner vital information on your organisation from individuals who are not directly authorised to negotiate with them. This results  in a very serious erosion of your negotiation strength.

Think of information such as usage quantities, urgency of product/service, specifications, other suppliers, current price being paid and you can easily see how the unsuspecting and 'helpful' co-worker may easily let slip these drops of golden information to your friendly sales person.

In just one day participants will learn of some of the tricks and tactics sales staff use and the countermeasures available to all purchasing staff.


The objective of this one day seminar is to show purchasing and those involved in the procurement process:
1. How Suppliers formulate their marketing and sales strategies.
2. How they achieve their sales objectives and to get the best deals
    for themselves.
3. What counter-measures can purchasing apply to ensure a fair deal.

Course Content

  • Introduction
  • Information Gathering
  • Developing winning marketing strategies
  • Gaining Advantage of Customers and other Suppliers
  • Sources of information and how it can be used to the suppliers best advantage
  • Sales Targets - payment by results
  • Sales Negotiation strategies
  • Win - win ? How do you know ?
  • Counter-measures, awareness training, procedures, price targets, buyer recognition, authorisation.

Please provide your Seminar / Training Suggestions HERE


VENUE

The Red Cow Morans Hotel, Naas Road, Dublin

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Scheduled Date(s)
10am - 5pm Daily

March 8th 2004

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REGISTER TODAY
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Tea/Coffe, Interval refreshments,Lunch,
Course Documentation,
Certificate of Attendance
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REGISTER HERE
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Fee
Members of APS: €320
Non Members: : €395
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Cancellations:
Where a booking has been made and acknowledged by APS registrants agree to the following conditions.

Cancellation between two and four weeks prior to event 50% of agreed fee is payable to APS.
Cancellations two weeks or less prior to events 100% of agreed fee is payable to APS

Substitutions
Alternate seminar attendees can be chosen but APS must be notified by email of fax.

Transfer of Seminar Booking
Members can transfer a seminar attendee to another seminar provided confirmation is received by email of fax.

Programme

APS reserves the right to modify the programme.

Payment
Fees are payable prior to the commencement of training seminars.

In the event that an event does not take place at the planned time and place the APS reserves the right to make changes to the venue and date as to when it will be held.

 

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(C) 2003 Association for Purchasing & Supply
Devoy House, 141 Clonliffe Road, Dublin 9
Tel: 353 1 8369685    Fax: 353 1 8369642   Email: info@irishpurchasing.com
www.irishpurchasing.com