Professional Purchasing

Essential skills in the field of internal and external communication

Purchasers have a strategic function in an organisation and make a significant contribution to its competitive position. The performance of purchasers has a direct impact on the organisation’s profitability. The Professional Purchasing training course is geared to every-day practice and teaches purchasers the essential skills they require in the field of internal and external communication.

Subjects
  • Developments in the function of the purchaser
    • Systematic thinking and acting.
    • Quality aspects in the purchasing process.
    • Legal aspects in contracts.
    • Purchasing and selling conditions.

Use of the Two-Bin System or the Order-Cycle System related to the optimum ordering period and volume. You learn to choose the best system on the basis of cases and analysis.

  • Insight into the salesman’s behaviour during acting and thinking
  • Question and interview techniques
    • Learn to use the balance of power in conversations.
    • Have control over the balance of the discussion and lead in the discussion.
    • See through and adjust the manipulative techniques of trained salesmen.
    • Have shortened conversations with increased results.
  • Negotiating techniques and argumentation strategy
    • When and how can you best negotiate in a hard way?
    • The do’s and don’ts in negotiations.
    • Making package deals.
    • “Win/win” negotiating without giving up your own position.
    • How do you sell the purchase order to the salesman?
    • Implementing the partner thought with fixed suppliers.
    • Negotiations by telephone; speed in negotiations as a means.
    • Exercise pressure without being blunt or rude and/or damaging the relationship.
    • When do you accept a “deal”?
    • When and how do you create delay?
Module structure

This course is offered as one entity.

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Practical information
  • 2 x 2 consecutive days.
  • In-company / Open training.
  • Maximum 8, minimum 4 participants.
  • Intermediate Vocational Education/Higher Vocational Education.
Related course(s)

Look at our communication program.