(04)howdoretailersthink零售商如何思考-資料下載頁
2025-01-04 02:25本頁面
【正文】 分析生產(chǎn)力的改進 ? (Qualitative or quantitative and work out the savings to the chain or the savings for the manufacturer). 采用定性或定量分析 , 計算出自己帶來的節(jié)約或為廠商帶來的節(jié)約 The Buyer – how they are trained 采購 他們被如何培訓 Preparation準備 29 ? Use your knowledge of raw materials costs. 運用你的行業(yè)知識 ? Take advantage of economies of scale. 利用規(guī)模經(jīng)濟的優(yōu)勢 ? Set a 3 month objective and a 1 year objective. 設(shè)定 3個月的目標和 1年的目標 ? Organise your negotiation into different areas 組織談判在不同的領(lǐng)域和話題間 ? Get other relevant people involved. 從其他相關(guān)人員處了解有關(guān)信息 ? Plan to ask him something impossible straight away. 準備隨時向供應商提出一些不可能達到的事情 ? Prepare yourself to make him feel guilty from the start of the meeting. 自我準備 , 讓供應商從會議開始便覺得心虛 The Buyer – how they are trained采購 他們被如何培訓 Preparation準備 30 ? Ask for something prior to any negotiations 任何談判敢于首先提出要求 ? Never accept an initial offer 從不接受最初的提議 ? Be smart: act like an idiot! 頭腦要聰明 :行動起來卻象傻瓜 ? Motivate their effort with a carrot 用極小的誘餌激發(fā)他們的努力 ? Present them something they must do (without question). 提出他們必須做的事情 (毫無疑問 ) ? Always be ready to break off discussions 隨時準備終止討論 ? Never give up 從不放棄 ? Repel pricing arguments 抵制價格爭論 ? Ask for a last concession before concluding. 結(jié)束前尋求最后的讓步 The Buyer – how they are trained采購 他們被如何培訓 During the negotiation談判期間 31 How do retailers think (summary)零售商如何思考 (概述 ) ? Their objective: Increase sales + profit (global contribution) 他們的目標 :銷售和利潤增長 (整體貢獻 ) ? They have to manage the consumer, the stores and the supplier at the same time 他們必須同時管理消費者 , 門店和供應商 ? Based on their Chain, Range, Consumerstrategy they will build their supplier strategy 基于連鎖策略 /產(chǎn)品線策略 /消費者策略 , 建立供應商策略 ? They will classify their suppliers 將供應商分類 ? They will break down their total contribution objective (sales margin…) per supplier 他們將整體貢獻目標 (銷售利潤 )細分至每一個供應商 ? In most cases they will try to improve margin first (sales, productivity is more difficult) 大多數(shù)案例中 , 他們首先嘗試提升利潤 (銷售和生產(chǎn)力提升有較大的困難 ) ? They are trained to achieve good results in negotiation 他們接受培訓 , 以在談判中達到好的結(jié)果 32 謝謝觀看 /歡迎下載 BY FAITH I MEAN A VISION OF GOOD ONE CHERISHES AND THE ENTHUSIASM THAT PUSHES ONE TO SEEK ITS FULFILLMENT REGARDLESS OF OBSTACLES. BY FAITH I BY FAITH
教學課件相關(guān)推薦
鄂ICP備17016276號-1