剑桥商务英语高级6ppt课件

.,Module6purchasingpower,.,Purchasingpower,thenumberofgoods/servicesthatcanbepurchasedwithaunitofcurrency.Forexample,ifyouhadtakenonedollartoastoreinthe1950s,youwouldhavebeenabletobuyagreaternumberofitemsthanyouwouldtoday,indicatingthatyouwouldhavehadagreaterpurchasingpowerinthe1950s.,.,Contents,1.Onlinetrading,2.Managingsuppliers,3.Acontracttosupply,4.Letterwriting,.,Onlinetrading,Whatdoesqualitymeantoyou?DegreeofgoodnessorworthGeneralexcellenceWheredoesitcomefrom?,.,AccordingtoPeterF.Drucker,qualityisnotthesuperiorityordegreeofthegoodnessofaproductorservice.Qualitydependslargelyonhowthecustomerassesstheproducttheuseofitandthepriceetc.,.,Onlinetrading(presentation),Supposeyouaresettingupanonlinetradingbusinesssellingantiquejewellery.Figureoutthefollowingquestions:Whatwouldbetheimportantfactorsinmakingasuccess?(thinkaboutthedescriptionandillustrationofthegoods;delivery;payment;references/feedback;returnspolicy)Howtopromoteyouronlinestore?Whatarethepossiblerisks?,.,Onlinetrading,Theactofplacingbuy/sellordersforfinancialsecuritiesand/orcurrencieswiththeuseofabrokeragesinternet-basedproprietarytradingplatforms.Theuseofonlinetradingincreaseddramaticallyinthemid-tolate-90swiththeintroductionofaffordablehigh-speedcomputersandinternetconnections.Stocks,bonds,options,futuresandcurrenciescanallbetradedonline.,.,eBay,anonlineauctionandshoppingwebsiteinwhichpeopleandbusinessesbuyandsellabroadvarietyofgoodsandservicesworldwide.Foundedin1995,eBayisoneofthenotablesuccessstoriesofthedot-combubble;itisnowamulti-billiondollarbusinesswithoperationslocalizedinoverthirtycountries.,.,Managingsuppliers,VocabularySupply,deliver,transport,thesupplychainorder,stock,adefect,faulty,lead-time(fromordertodelivery),.,UsefulTerms,Inmintcondition(完好无损):undamagedasiffreshlyminted.Leadtime(订货至交货的时间):theperiodoftimethatittakesforgoodstobedeliveredaftersomeonehasorderedthem.E.g.Leadtimesonnewequipmentorderscanrunaslongasthreeyears.,.,Suppliermanagement,AsupplierisdefinedasapersonoranorganizationthatprovidesproductsorservicestoanotherbusinessThetermsthatyounegotiatewithyoursupplierneedtobebasedon:Thewaythatyoupaythemoverdraft,commercialbillpaidforbybank,foreigncurrencyPotentialcostsadministration,taxation,transport,generalpaymentsandtransactionsPossibleriskslatepaymentstosupplier,orfaulty,lateorundeliveredgoods.,.,ManagingSuppliers,Suppliermanagementisbestdescribedasanongoingprocessthatminimizestherisksassociatedwithpurchasinggoods,materialsandservices.Suppliermanagementconsistsofthreekeyelements:-Supplierselection.-Performancemeasurement.-Supplierrelationships.,.,SupplierSelection,Onceacompanydecideswhatinputstopurchase,itmustchoosethebestvendorsforitsneeds.Tomakethischoice,productionmanagerscomparethequality,prices,dependabilityofdelivery,andservicesofferedbycompetingcompanies.Differentsuppliersmayoffervirtuallyidenticalqualitylevelsandprices,sothefinaldecisionoftenrestsonfactorssuchasthefirmsexperiencewitheachsupplier,speedofdelivery,warrantiesonpurchases,andotherservices.,.,SupplierSelection,TheInternethasgivenbuyerspowerfultoolsforfindingandcomparingsuppliers.Buyerscanlogontobusinessexchangestocomparespecifications,prices,andavailability.Tradeshows,conferences,andseminarsenablemanagerstomeetsuppliersandothersintheirindustry.Singlesupplierormultiplesuppliers?,.,PerformanceMeasurement,Howlonghastheprospectivesupplierbeeninbusiness?Whatisthesuppliersrecordforon-timedeliveries?Isthesuppliersbusinessqualityassured?Howdoesthesupplierspricingstructurecomparewithcompetitors?Whatleadtimesdoesthesupplierneedforthesupplyofgoodsandservicestoyourbusiness?Whatcapacitydoesthesupplierhavetomeetarushorder,shoulditarise?Whatpaymenttermsdoesthesupplieroffer?Whatisthesupplierspolicyinrelationtodamagedgoodsorthesupplyofgoodsotherthantospecification?,.,(casestudy),QualitiesofSuppliers:CompanieswhosupplyqualitygoodsandservicesusedbyMotorolaareeligibletobecomesupplierstoMotorola.SuccessfulcandidatestobecomesupplierstoMotorolawilldemonstratethefollowingqualities:,.,(casestudy),QualitiesofSuppliers:Financialviability(survivability/creditability)HighethicsCompetitiveinpriceQualityproceduresandprocesses,ISOorotherappropriatetotheindustryCostreductionprogram,.,(casestudy),QualitiesofSuppliers:CycletimereductionprogramProgramsofcontinuousimprovementOffersatechnologicalorserviceadvantageoverothercompetitorsInnovativeindeliveryofgoodsorservicesutilizinge-commerce,EDI(ElectronicDataInterchange电子数据交换,无纸贸易),etc.,.,(casestudy),DiversecompaniesthatmeetDellsprocurementspecificationsandstandardsofexcellencehaveanopportunitytopartnerwithDellindeliveringqualityproductsandservicestoDellanditscustomers.Someofthequalitieswelookforinoursuppliersare:,.,(casestudy),QualitiesofSuppliers:CostcompetitivenessUnderstandingofDellsbusinessProvenbusinessrecordandreferencesGoodfinancialstandingAbilitytoconductbusinesselectronically,e.g.viae-mailandinternetCompetitiveadvantageandValueAddedcapabilities,.,(casestudy),QualitiesofSuppliers:AbilitytogrowwithDellCorecompetencyinsupplierslineofbusinessTechnologicalcapabilities(hardwaretheyalsocanbebasedondayoftheweekortimeoftheday,suchaspricingofferedbylongdistanceandwirelessserviceproviders.Cashdiscount-extendedtocustomerswhopaytheirbillbeforeaspecifieddate.Tradediscount-afunctionaldiscountofferedtochannelmembersforperformingtheirroles.Forexample,atradediscountmaybeofferedtoasmallretailerwhomaynotpurchaseinquantitybutnonethelessperformstheimportantretailfunction.Promotionaldiscount-ashort-termdiscountedpriceofferedtostimulatesales.,.,UsefulTerms,Generally,werunsalesinJanuary,springandlatesummerandatthemomentParagonsproductsaretheonlyonesthatdontfeaturethatarenottheimportantpartofthemarketableproducts.Productline(产品线):acollectionofproducts,offeredbyafirm,thats