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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.
  
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