Week 3 - 1

Question 1

Key characteristics of salespeople desired by buyers

Answer 1

Expertise in their company´s products and the market
Good communication skills
Ability to solve problems
Ability to understand and satisfy the buyer´s needs
thoroughness
Ability to help in ensuring the reliable and fast delivery of orders

Question 2

Managing Customer portfolio

Answer 2

Perspective 1 - Value
Perspective 2 - Size and Profitability
Perspective 3 - Customer interaction

Question 3

Introduction - Procurement

Answer 3

Which already is an indication of:

The importance of purchasing’s role in the ‘value chain’
The connection between ‘purchasing’ and the company’s strategies and its offerings to its customers, helping to achieve ‘competitive advantage’
The need to compete through operations

Question 4

What is procurement (or…… purchasing)

Answer 4

A business activity
A process, professional (more to follow)
An ‘instrument’ to achieve efficiency, optimization, cost reductions, value – strategic goals

Question 5

Supplier selection

Answer 5

Request for Information (RFI)
Request for Proposal (RFP)
Request for Quotation (RFQ)
Selection criteria - (scoring) potential suppliers
Terms & condition: financial, legal and performance

Question 6

Suppliers Relationship Management - Conventional

Answer 6

Arm´s length

´No strings attached

Question 7

Suppliers Relationship Management - Associated

Answer 7

Long term

Guaranteed quality

Question 8

Suppliers Relationship Management - Partnership

Answer 8

Strong relationship

Joint development

Question 9

Contract with suppliers

Answer 9

Direct competition
Contracts in Direct Competition
Operative contracts
Strategic Contracts

Question 10

What is being ´Purchased´?

Answer 10

Raw materials
Supplementary materials consumables
Semi-manufactured products
Components
Finished products (Trade products)
Investment goods, Capital equipment
MRO – maintenance, repair and operating materials
Services (contracted)