剑桥商务英语高级6.ppt

1、Module 6 purchasing power,Purchasing power,the number of goods/services that can be purchased with a unit of currency. For example, if you had taken one dollar to a store in the 1950s, you would have been able to buy a greater number of items than you would today, indicating that you would have had

2、a greater purchasing power in the 1950s.,Contents,1. Online trading,2. Managing suppliers,3. A contract to supply,4. Letter writing,Online trading,What does quality mean to you? Degree of goodness or worth General excellence Where does it come from?,According to Peter F. Drucker, quality is not the

3、superiority or degree of the goodness of a product or service. Quality depends largely on how the customer assess the product the use of it and the price etc.,Online trading (presentation),Suppose you are setting up an online trading business selling antique jewellery. Figure out the following quest

4、ions: What would be the important factors in making a success? (think about the description and illustration of the goods; delivery; payment; references / feedback; returns policy) How to promote your online store? What are the possible risks?,Online trading,The act of placing buy/sell orders for fi

5、nancial securities and/or currencieswith the use of a brokerages internet-based proprietary trading platforms.The use of online tradingincreased dramaticallyin the mid- to late-90s with theintroduction of affordable high-speed computers and internet connections.Stocks, bonds, options, futures and cu

6、rrenciescan all be traded online.,eBay,an online auction and shopping website in which people and businesses buy and sell a broad variety of goods and services worldwide. Founded in 1995, eBay is one of the notable success stories of the dot-com bubble; it is now a multi-billion dollar business with

7、 operations localized in over thirty countries.,Managing suppliers,Vocabulary Supply, deliver, transport, the supply chain order, stock, a defect, faulty, lead-time (from order to delivery),Useful Terms,In mint condition (完好无损): undamaged as if freshly minted. Lead time (订货至交货的时间): the period of tim

8、e that it takes for goods to be delivered after someone has ordered them. E.g. Lead times on new equipment orders can run as long as three years.,Supplier management,A supplier is defined as a person or an organization that provides products or services to another business The terms that you negotia

9、te with your supplier need to be based on: The way that you pay them overdraft, commercial bill paid for by bank, foreign currency Potential costs administration, taxation, transport, general payments and transactions Possible risks late payments to supplier, or faulty, late or undelivered goods.,Ma

10、naging Suppliers,Supplier management is best described as an ongoing process that minimizes the risks associated with purchasing goods, materials and services. Supplier management consists of three key elements: - Supplier selection. - Performance measurement. - Supplier relationships.,Supplier Sele

11、ction,Once a company decides what inputs to purchase, it must choose the best vendors for its needs. To make this choice, production managers compare the quality, prices, dependability of delivery, and services offered by competing companies. Different suppliers may offer virtually identical quality

12、 levels and prices, so the final decision often rests on factors such as the firms experience with each supplier, speed of delivery, warranties on purchases, and other services.,Supplier Selection,The Internet has given buyers powerful tools for finding and comparing suppliers. Buyers can log on to

13、business exchanges to compare specifications, prices, and availability. Trade shows, conferences, and seminars enable managers to meet suppliers and others in their industry. Single supplier or multiple suppliers?,Performance Measurement,How long has the prospective supplier been in business? What i

14、s the suppliers record for on-time deliveries? Is the suppliers business quality assured? How does the suppliers pricing structure compare with competitors? What lead times does the supplier need for the supply of goods and services to your business? What capacity does the supplier have to meet a ru

15、sh order, should it arise? What payment terms does the supplier offer? What is the suppliers policy in relation to damaged goods or the supply of goods other than to specification?,(case study),Qualities of Suppliers: Companies who supply quality goods and services used by Motorola are eligible to b

16、ecome suppliers to Motorola. Successful candidates to become suppliers to Motorola will demonstrate the following qualities:,(case study),Qualities of Suppliers: Financial viability (survivability/creditability) High ethics Competitive in price Quality procedures and processes, ISO or other appropri

17、ate to the industry Cost reduction program,(case study),Qualities of Suppliers: Cycle time reduction program Programs of continuous improvement Offers a technological or service advantage over other competitors Innovative in delivery of goods or services utilizing e-commerce, EDI (Electronic Data In

18、terchange 电子数据交换, 无纸贸易), etc.,(case study),Diverse companies that meet Dells procurement specifications and standards of excellence have an opportunity to partner with Dell in delivering quality products and services to Dell and its customers. Some of the qualities we look for in our suppliers are:,

19、(case study),Qualities of Suppliers: Cost competitiveness Understanding of Dells business Proven business record and references Good financial standing Ability to conduct business electronically, e.g. via e-mail and internet Competitive advantage and Value Added capabilities,(case study),Qualities o

20、f Suppliers: Ability to grow with Dell Core competency in suppliers line of business Technological capabilities (hardware they also can be based on day of the week or time of the day, such as pricing offered by long distance and wireless service providers. Cash discount - extended to customers who p

21、ay their bill before a specified date. Trade discount - a functional discount offered to channel members for performing their roles. For example, a trade discount may be offered to a small retailer who may not purchase in quantity but nonetheless performs the important retail function. Promotional d

22、iscount - a short-term discounted price offered to stimulate sales.,Useful Terms,Generally, we run sales in January, spring and late summer and at the moment Paragons products are the only ones that dont feature that are not the important part of the marketable products. Product line (产品线): a collection of products, offered by a firm, that