Home > Training > Search for Training Courses > Supplier behaviour

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
Date: Tuesday 31 October 2017
Venue: De Vere Devonport House
Fee: Members - £450.00 per person
  Non-members - £500.00 per person

Availability:

4 Places left - Booking ends on Monday 23 October 2017

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)

 

Fee includes:

Lunch, refreshments and all course materials

 

Inclusive e-learning:

Communication and influencing

Venue

31 October 2017
De Vere Devonport House, London

 

If you require accommodation for the night before the event, please use the form below. All accounts must be settled in full on departure.  Please indicate the course title in the 'Additional information' box.  Alternatively, you can contact the CIPS Accommodation Line on +44 (0)2476 369585.

If your query is regarding course details (content, timings, costs, etc.), please contact events@cips.org or call +44 (0)1780 756777.

 

*  
*
*

Book event