Aggressive Buying Practices

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Procurement practices

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Presentation Transcript

Aggressive Buying Behavior:

Aggressive Buying Behavior NEVER SHOW SYMPATHY TO A SUPPLIER, BUT TELL HIM HE IS A PARTNER

Aggressive Buying Behavior:

Aggressive Buying Behavior CONSIDER THE VENDOR AN ENEMY

Aggressive Buying Behavior:

Aggressive Buying Behavior DON’T USE A SINGLE SUPPLIER, ALWAYS PLAY ONE AGAINST THE OTHER

Aggressive Buying Behavior:

Aggressive Buying Behavior ASK ASK ASK…….. UNTIL THEY GIVE IN

Aggressive Buying Behavior:

Aggressive Buying Behavior BE INTELLIGENT BUT ACT DUMB, ASK A LOT OF QUESTIONS TO WHICH YOU ALREADY KNOW THE ANSWER BOOST HIS EGO AND FOOL HIM TO DO BETTER

Aggressive Buying Behavior:

Aggressive Buying Behavior NEVER ACT IMPRESSED WITH A VENDORS NEW PRODUCTS, WE NEVER WANT TO GIVE THE IDEA THAT WE ARE PREPARED TO NEGOTIATE

Aggressive Buying Behavior:

Aggressive Buying Behavior REMEMBER THAT WE NEED TO OBTAIN MAXIMUM INFORMATION ABOUT THE PERSONALITIES AND THE HABITS OF THE VENDORS WHO VISIT US DAILY, DISCOVER THEIR WEAKNESS AND USE THEM

Aggressive Buying Behavior:

Aggressive Buying Behavior NEVER EVER ACCEPT THE FIRST OFFER WAIT UNTIL THE VENDOR BEGS. T HIS GIVES US THE BEST MARGINS & BARGAINS.

Aggressive Buying Behavior:

Aggressive Buying Behavior ALWAYS SAY ”YOU CAN DO BETTER THAN THAT”

Aggressive Buying Behavior:

Aggressive Buying Behavior ALWAYS TELL HIM THE LOWEST POSSIBLE PRICES YOU CAN THINK OF & KEEP ASKING FOR MORE UNTIL VENDOR STOPS GIVING

Aggressive Buying Behavior:

Aggressive Buying Behavior ALWAYS BE SUBORDINATE TO SOMEONE ELSE (WHO MAKES THE DECISION) & CONSIDER THAT ALL SALESMEN HAVE A BOSS WHO CAN GIVE A GREATER DISCOUNT

Aggressive Buying Behavior:

Aggressive Buying Behavior NEVER ALLOW THE SUPPLIER TO QUESTION ANY OF OUR MOTIVES, RATIONALE OR REQUIREMENTS

Aggressive Buying Behavior:

Aggressive Buying Behavior WHEN A VENDOR HAS GIVEN IN EASILY, ASK TO “GO TO MAKE A PHONE CALL” CONSIDER THAT HE HAS ALREADY GIVEN IN, AND THAT HE CAN GIVE EVEN MORE

Aggressive Buying Behavior:

Aggressive Buying Behavior NEVER EVER MAKE A UNILATERAL CONCESSION, ALWAYS ASK FOR SOMETHING IN RETURN

Aggressive Buying Behavior:

Aggressive Buying Behavior WHEN A VENDOR ARRIVES ASKING, KNOW THAT THEY HAVE SOMETHING TO GIVE

Aggressive Buying Behavior:

Aggressive Buying Behavior REMEMBER THAT WHEN A SUPPLIER DOES NOT OFFER, HE IS WAITING, HOPING YOU DO NOT ASK SOMETHING IN RETURN

Aggressive Buying Behavior:

Aggressive Buying Behavior REMEMBER A SALES MAN WHO SUGGESTS A PROPOSAL, IS GENERALLY MORE ORGANIZED & EXPERIENCED. USE HIS TIME TO EXPLORE THE OFFER OF DISORGANIZED SUPPLIERS, THOSE WHO WANT TO ENTER, OR THOSE WHO ARE AFRAID OF LOSING BUSINESS

Aggressive Buying Behavior:

Aggressive Buying Behavior NEVER HESITATE TO USE ARGUMENTS, EVEN IF THEY ARE ABSURD AND REPEAT THEM UNTIL THE SUPPLIER AGREES

Aggressive Buying Behavior:

Aggressive Buying Behavior NEVER FORGET THAT 80% OF THE CONDITIONS AND CONCESSIONS ARE OBTAINED IN THE FINAL STAGES OF NEGOTIATIONS, BECAUSE AT THE END, THE VENDOR IS AFRAID TO LOSE THE ORDER

Aggressive Buying Behavior:

Aggressive Buying Behavior ALWAYS CONVINCE THE VENDOR TO GIVE SOMETHING EXTRA. PROMISE HIGH VOLUME, GET MAX. DISCOUNT YOU CAN, GET FAST & IMMEDIATE COMMITMENT

Aggressive Buying Behavior:

Aggressive Buying Behavior DESTABILIZE THE SUPPLIER, REQUESTING IMPOSSIBLE THINGS, THREATEN TO BREAK THE NEGOTIATION AT ANY MOMENT. LET THEM WAIT. MAKE AN APPOINTMENT AND NEVER SHOW UP. HAVE ANOTHER COMPETITOR VENDOR PASS IN FRONT OF THEM. GIVE THEM LITTLE TIME TO DECIDE. MAKE CALCULATIONS, EVEN FALSE ONES, UNTIL THE VENDOR GIVES IN.

Aggressive Buying Behavior:

Aggressive Buying Behavior REMEMBER THAT THE WORD DISCOUNT HAVE MANY NAMES LIKE BONUS, COURTESY, PROMOTION, FREIGHT, SALES TAX INCLUDED, NEW PRODUCT LAUNCH, ANNIVERSARY SALES, RELAUNCH ..ETC

Aggressive Buying Behavior:

Aggressive Buying Behavior NEVER LET ANY IMPASSE IN A NEGOTIATION DROP. THERE IS NO WORSE THINGS FOR BUYERS

Aggressive Buying Behavior:

Aggressive Buying Behavior IF A SUPPLIER DELAYS TO GIVE AN ANSWER TELL HIM THAT YOU CLOSE WITH A COMPETITOR SO THEY WILL GIVE MORE CONCESSION FOR ANOTHER CHANCE

Aggressive Buying Behavior:

Aggressive Buying Behavior REMEMBER YOU ARE BUYING PRODUCTS YOU CAN USE. VENDOR WILL TRY TO PUSH THE PRODUCTS WHICH ARE IN EXCESS OR THOSE IN WHICH HE HAS HIGH MARGINS AND MORE IMPORTANTLY FOR US, ONLY BUY PRODUCTS THAT GIVES US PROFITABILITY OR PRODUCTS HICH INCREASE OUR EFFICIENCY

Aggressive Buying Behavior:

Aggressive Buying Behavior AVOID THOSE SUPPLIERS WHO READS MORE INFORMATION IN OUR OFFICE, THE MORE UNINFORMED THEY ARE BETTER FOR US

Aggressive Buying Behavior:

Aggressive Buying Behavior WHETHER A VENDOR IS YOUNG OR OLD, NEW OR EXPERIENCED, REMEMBER THAT OLD AND EXPERIENCED THINK THAT THEY KNOW EVERYTHING, AND YOUNG AND NEW ARE INEXPERIENCED

Aggressive Buying Behavior:

Aggressive Buying Behavior IF A VENDOR ARRIVES WITH A SUPERIOR, ASK FOR MORE DOCUMENTS, MORE PARTICIPATION IN PROMOTIONS, THREATEN TO THROW THEM OUT , THE BOSS WILL NOT WANT TO LOSE THE ORDER INFRONT OF THE SALESMAN

Aggressive Buying Behavior:

Aggressive Buying Behavior WHENEVER THE VENDOR HAS OFFERED BETTER TERMS TO THE OTHER COMPANY OR HAS AGREED TO LESSER RATES ASK HIM FOR THE SAME CONDITIONS EVEN IF YOU DO NOT OFFER THE SAME LEVEL OF BUSINESS

Aggressive Buying Behavior:

Aggressive Buying Behavior FINALLY NEVER FORGET THE GOLDEN RULE OF A GOOD BUYER: “DON’T WASTE TIME WITH THE PROFESSIONAL SALES PERSON. INVEST YOUR TIME WITH THE UNPREPARED ONES. NEVER BE AFRAID OF BIG BRANDS(BEHIND A BIG BRAND YOU MAY WELL FIND AN UNPREPARED SALESMAN WHO ONLY COUNTS ON HIS BRAND). INVEST YOUR TIME WITH SALESMEN WHO NEVER MAKE CALCULATIONS, WHO GIVE IN EASY, WHO WANTS TO GET IN, OR WHO ARE AFRAID TO LOSE THE BUSINESS.

Aggressive Buying Behavior:

Aggressive Buying Behavior GO AHEAD SQUEEZE THEM THEY ARE AT YOUR MERCY YOU HAVE THE POWER USE IT

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