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Course Outline:
This one day course has been popular as both public and Company-site sessions and is relevant to all personnel who have contact with suppliers of goods and services.

It will help you understand the power of information in buyer/seller relationships, the motivation of the salesperson you meet 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:
Front line staff who have regular contact with Sales Representatives. Purchasing assistants, Junior Buyers, Receptionists, Buyers, Cost Controllers. 

Course Objectives:

• Present delegates with an insight into how Sales personnel win business.
• Provide purchasing tactics to counteract a sales strategy.
• To help purchasers reduce the adverse influence of Sales representatives and achieve lower prices.

Course Content:

• Sales objectives – primary and secondary.

• Sales tactics – from first contact to post ordering.

• Sales negotiations - Customer image and profile, planning, behaviour.

• Purchasing policies and procedures.

• Inter-functional support.

• Enquiries, quotations, ordering pitfalls.

• Hidden costs.

• Negotiation tips.

• Information control.

• Supplier relationships.
  
  
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