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Supplier behaviour

Overview

Supplier behaviour 

An insight into the behaviour, psychology and toolkit of your suppliers

By the end of this course you will be able to:
Understand the power of information and psychology in buyer/seller relationships
Identify what motivates the sales people you deal with and the issues they see as important
Confidently prepare for negotiations by setting strategies and tactics to meet your objectives throughout the procurement process
Recognise the tools, tactics and conditioning statements made early in negotiations and have the skills to encourage suppliers to offer more favourable terms.

 

By the end of this course you will be able to:

  • Understand the power of information and psychology in buyer/seller relationships
  • Identify what motivates the sales people you deal with and the issues they see as important
  • Confidently prepare for negotiations by setting strategies and tactics to meet your objectives throughout the procurement process
  • Recognise the tools, tactics and conditioning statements made early in negotiations and have the skills to encourage suppliers to offer more favourable terms

 

Early bird booking available - see 'fee' tab for details.

Date: Tuesday 17 April 2018
Venue: De Vere Colmore Gate
Fee: Members - £405.00 per person
  Non-members - £450.00 per person

Availability:

14 Places left - Booking ends on Monday 09 April 2018

Audience

Is it right for me?

 

This one-day course aims to push the comfort zones of buyers by putting you securely in the shoes of the seller for a day. By forcing you to think and behave like a seller, the course helps you to truly understand the skills, techniques and psychology of the other party in a buyer/seller relationship, while recognising the tactics that suppliers use in negotiations. 

Programme

What key points will the training cover?

 

  • An in-depth look into the supplier's world
    - What makes the buyer attractive - from a supplier's perspective?
    - Why some customers are more attractive that others?
    - What are the key drivers from a supplier's perspective?
  • Understanding the profile of a successful seller
    - What does good look like?
    - Irritators from a buyer's perspective
    - Managing the irritators to build relationships
    - What makes them tick
  • The supplier's toolkit
    - The belief cycle
    - People buy people first
    - Sales techniques, skills and models for moving buyers
    - The selling process and tools for handling buyer objections
  • Planning and preparation from a supplier's perspective

Speakers

ArcBlue (formerly PMMS) has been at the forefront of the procurement profession for over 30 years, developing many of the leading concepts, techniques and processes which underpin effective supply management, operating with a team of respected consultants with a wide range of industry knowledge and experience.

Fee

Members: £450 (excl. VAT)

Non-member: £500 (excl.VAT)

 

Early bird booking:  Make your booking early and receive a 10% discount on the standard price (above).  Conditions apply.  See 'venue' tab for individual closing dates.

Early bird booking:
Make your booking early and receive a 10% discount on the standard price (above).

Conditions apply.  See 'venue' tab for individual closing dates.

 

Fee includes:

Lunch, refreshments and all course materials

 

Inclusive e-learning:

Communication and influencing

Venue

17 April 2018
De Vere Colmore Gate, Birmingham
(Early bird closing date: 16 February 2018)

 

11 October 2018
Novotel Wembley, London
(Early bird closing date: 10 August 2018)

 

If you require accommodation for the night before this event, please contact the CIPS Accommodation Line on +44 (0)1780 484052.  All accounts must be settled in full on departure from the venue.

If your query is regarding course details (content, timings, costs, etc.), please contact ukskills@cips.org or call +44 (0)1780 761476.

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