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Course Outline:
Quite often it's said that the last person a vendor representative wants to meet is a purchasing person. This is because procurement staff are trained and understand how to conduct business with sales people. They guard the relevant contractual details and vital information necessary to achieve the best possible results from any negotiation.

This seminar is designed to help Purchasing Support Staff understand the power of information in buyer/seller relationships, the motivation of the salesperson and the issues that they see as important.  It will also show you how to use your knowledge of their methods to set strategies and tactics to meet your objectives throughout the purchasing process

People who should attend:
This one day course is applicable for Junior Buyers, Receptionists, Supply Chain Management Support Staff and those who may have contact with salespeople but are not engaged in the negotiation process.

Course Objectives:

• To provide participants with the necessary body of knowledge to ensure they understand the role and functions of the purchasing department.
• To enable participants be constructive team members who can assist the purchasing department in avoiding waste and loss of negotiation advantage.

Course Content:

• Overview of the purchasing function and its role in organisations.
• Objectives of the Purchasing Department
• Challenges faced by modern Purchasing Professionals.
• Introduction to Vendor Sales objectives – primary and secondary.
• Sales tactics – from first contact to post ordering.
• Buyer / Seller negotiations - Customer image and profile, planning, behaviour.
• How to avoid leakage of vital information
• Negotiation Tips
• Conclusions
  
  
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