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采購成本分析與談判策略

 文章來源:石頓企管 時間:2020-04-08 15:18
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采購成本分析與談判策略
采購降本一分錢 = 利潤多出一分錢
課程時間: 2020年5月14-15日/上海
課程費用:4280元/人(含教材、午餐及茶點)
                                                                                                                                                                                                                                                     
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* 供應鏈管理、采購管理、物流管理、計劃管理、庫存控制等部門管理人員                                                   
課程時長                                                                                                                                               
* 14小時(2天)                                                                                                                               
有何收獲?                                                                                                                                         
* 能夠在與供應商在合作前、合作中的談判中,使用策略、方法與技巧                                                        
* 知曉采購談判與基于供應鏈成本控制為目標的談判者使命                                                                       
* 知曉當今企業采購供應管理工作的方法及其方向                                                                                   
* 能夠使用方法與技巧,控制與降低企業采購成本                                                                                   
先決條件?                                                                                                                                         
* 3年以上工作經驗                                                                                                                            
* 參與采購相關工作超過2年                                                                                                               
                                                                                                                                                           
為何參加?                                                                                                                                         
原、輔材料價格波動劇烈,采購工作的難度越來越大,我們怎么做才好?                                                      
采購并不一定朝南坐的,有時我們在強勢供應商面前,我們束手無策,尤其是獨家供貨商,我們怎么辦?       
采購中發生缺貨時,叫天天不應,叫地地不靈,庫存大了,又怕被指責,我們好苦!                                       
采購談判到底談什么?壓低了價格,卻還被老板罵!                                                                                  
采購談判的議價技巧與策略是什么?                                                                                                      
                                                                                                                                                           
課程大綱                                                                                                                                               
第一模塊:采購成本管理                                                                                                                     
案例 議價后供應商選擇                                                                                                                       
* 采購價格分析                                                                                                                                  
供方產品價格分析的二大領域                                                                                                               
> 供方產品價格分析:                                                                                                                        
--供方產品價格常用的定價方法                                                                                                              
> 供方產品的成本分析:                                                                                                                     
> 成本與質量的關系                                                                                                                          
> 案例分析                                                                                                                                        
* 供方產品的價格與成本                                                                                                                      
> 什么是采購的總購置成本?                                                                                                              
> 什么是采購的總擁有成本?                                                                                                              
> 采購成本分析體系建立與應用                                                                                                            
* 何為成本控制?何為成本削減?                                                                                                          
> 成本控制?                                                                                                                                    
> 成本削減?                                                                                                                                    
> "成本避免"與凈需求                                                                                                                          
> 采購成本降低的第一步                                                                                                                     
> 采購成本管理的終極目標                                                                                                                 
第二模塊:基于戰略與戰術思想的采購談判                                                                                              
* 談判的步驟                                                                                                                                     
> 什么是談判的準備工作?談判要準備些什么?                                                                                      
> 針對不同供應商,應采取相應的策略                                                                                                  
> 談判的最大挑戰                                                                                                                             
> 談判的三大關鍵變量                                                                                                                        
* 詢價與議價技巧                                                                                                                              
> 供應商產品定價主要方法                                                                                                                 
> 對供應商產品價格與成本分析的方法與技巧                                                                                         
--產品價格及其成本分析的工具與方法                                                                                                   
> 供應商報價單的有效價值是什么?                                                                                                     
我們與供方談什么?                                                                                                                           
有效詢價的絕佳途徑到底是什么?                                                                                                          
> 議價技巧                                                                                                                                        
> 討價還價的策略                                                                                                                             
> 談判的博弈                                                                                                                                    
> 價格分析應考慮的問題                                                                                                                     
> 注意招標采購中的陷阱                                                                                                                     
極端的高價與極端的低價,均是供方銷售之策略                                                                                       
勿混淆競標與競價                                                                                                                              
電子競價系統與EPS的應用須注意的問題                                                                                              
> 如何利用上級的權限進行議價                                                                                                            
> 案例分析                                                                                                                                      
> 成功談判的技巧細則                                                                                                                        
* 了解或掌握賣方銷售心理                                                                                                                  
* 注重買賣雙方的優劣勢進行談判                                                                                                          
> 面對強勢供方的對策                                                                                                                        
面對單一甚至具有市場壟斷地位的供應商怎么辦?                                                                                   
對單一供應商管理問題之16種相應對策                                                                                                 
* 合同談判                                                                                                                                         
* 合同談判的四大要素                                                                                                                         
第三模塊:采購技術與成本                                                                                                                  
案例  采購管理中需求隨時間變化時訂貨量大小及其對應策略是什么?                                                        
* 庫存成本與缺貨成本是采購成本的重要組成部分                                                                                   
* 采購計劃與采購成本                                                                                                                         
> 采購計劃如何做?                                                                                                                            
* 物料分類管理與供應商分類管理策略                                                                                                   
> 勿混淆供應商分類管理與分級管理                                                                                                     
* 網絡技術應用與采購成本                                                                                                                  
> 軟件系統有問題?                                                                                                                          
第四模塊:采購成本的削減與控制                                                                                                          
* 原、輔材料采購市場價格風險管理與成本控制                                                                                       
> 金融衍生工具在中國企業采購成本管理中正被重視與應用                                                                      
> 三大常用實操方法                                                                                                                          
* 通過JIT采購降低多品種小批量需求特征的企業經營成本JIT采購怎么做?                                                 
> 需求管理是供應鏈系統性管理問題                                                                                                     
> 應對市場客戶需求多變的策略之一                                                                                                     
> 實現JIT采購的7種基本方法                                                                                                           
比VMI更合理的方法是什么?                                                                                                             
* 新產品或項目型定制化產品開發、生產過程中采購工作的煩惱                                                                  
> 多品種、少批量采購管理的夢魘                                                                                                         
> 單件定制產品的生產企業,常見問題及其對策                                                                                      
* 基于供應鏈管理思想的采購成本控制                                                                                                   
> 供應鏈上游的優化需要需方主動介入供方生產領域                                                                               
* 采購成本降低技巧三十五種方法                                                                                                          
> 尋求適合本企業采購成本削減的最佳實踐                                                                                             
> VA與VE的區別與應用環節                                                                                                             
案例善用資源,設法進入核心談判圈                                                                                                      
                                                                                                                                                           
相關課程                                                                                                                                               
* 作為"采購與供應鏈管理的從業人士",您可能還需要學習 《供應商開發、評估與管理》《采購合同談判中的風險控制與合同管理》等課程                                                                                                                                            
                                                                                                                                                                    
講師簡介                                                                                                                                               
朱 先生                                                                                                                                                 
* 背景經歷                                                                                                                                                                                                                                                            
* 曾赴美國、日本國接受商務培訓。二十多年內、外資企業(其中四家外資跨國公司)采購、物流、供應鏈管理工作豐富的制造業、商業流通企業、國際著名大型營銷咨詢公司采購、物流、生產與談判實戰及管理經驗                     
* 深諳商品質量控制與商務談判經驗和技巧                                                                                              
* MRP Ⅱ及ERP實踐經驗                                                                                                                   
* 卓有成效的供應商開發與管理經驗                                                                                                      
* 擅長領域                                                                                                                                         
* 物流、采購與供應鏈管理                                                                                                                  

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