Sales Training: Understanding Procurement

Introduction

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Module 1: Understanding Procurement

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Module 1 Introduction (6:33)
Module 1 Templates
Introduction Lesson 1: Four things I wish I knew 15 years ago (6:50)
Introduction Lesson 2: Procurement Mentality (3:49)
Introduction Lesson 3: Procurement Lessons for Sales Behavior (6:58)
1.1 What is Procurement (6:17)
1.2 How does the Procurement Process Work (4:38)
1.3 Real-Life Example of Procurement Process Nestlé (5:37)
1.4 How is the Procurement department organized (5:14)
1.5 What are Procurement targets/KPI's? (5:42)
1.6 How does Procurement Tender? (4:30)
1.7 Procurement Analytics (5:57)
1.8 How do Procurement Managers Plot their Suppliers (10:52)
Wrap up Module 1 - Linking Procurement Theory to the Sales perspective (4:45)

Module 2: How to Negotiate with Procurement Teams

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Module 2 Introduction (3:52)
Module 2 Templates
2.1 How To Form a Negotiation Strategy (4:26)
2.2 How to get in your Counterpart's Mind (4:33)
2.3 Power Balance and how to compare different Negotiating Parties (5:01)
2.4 Negotiations styles (4:28)
2.5 Negotiation strategy goalsetting (6:26)
2.6 BATNA (3:53)
2.7 Carrots and Sticks (4:04)
2.8 Negotiation team (5:39)
Wrap up Module 2 (1:15)

Module 3: Negotiation Tactics used by Procurement Professionals

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Module 3 Introduction (1:38)
Module 3 Templates
3.1 The Ideal Negotiation Process from Procurement’s Perspective (7:03)
3.2 The Opening & How to achieve Deal Results (7:40)
3.3 Reservation Price & ZOPA (5:22)
3.4 Principles of Persuasion (6:41)
3.5 Questioning & Listening Skills (3:48)
3.6 Twelve Negotiation Tactics used by Procurement Managers (14:31)
3.7 Proposals, Move Planner & Deal Closing (6:41)
3.8 Negotiation Mistakes – 15 most painful Mistakes we all make (7:38)
Full Course Wrap Up (3:24)

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