1st Edition
Purchasing Performance Measuring, Marketing and Selling the Purchasing Function
By Derek Roylance
Copyright 2006
192 Pages
by
Routledge
192 Pages
by
Routledge
192 Pages
by
Routledge
Also available as eBook on:
If the only measure of your organization's purchasing performance is forcing down prices from suppliers then not only is your purchasing team failing to add value, they may also be damaging your supply chain and the medium to long-term competitiveness of your organization. Derek Roylance's Purchasing Performance - Measuring, Marketing and Selling the Purchasing Function is a blueprint to help you... Read more
Chapter 1 Introduction; Chapter 2 The Management Role; Chapter 3 The Profit and Loss Measurement System; Chapter 4 Measuring and Improving Buyer Performance; Chapter 5 Measuring Supplier Performance; Chapter 6 Marketing Theory; Chapter 7 Presentation and Selling Skills; Chapter 8 The Practical Application of Marketing and Sales Theory; Chapter 9 Marketing Research Questionnaire – Sample Questions; Chapter 10 Reverse Marketing; Chapter 11 Body Language (Non-Verbal Communication); Chapter 12 Technology Comes to Our Aid; Chapter 13 Ethics; Chapter 14 Conclusions;
Biography
Derek Roylance has had a wide range of experience of quality and purchasing related responsibilities with companies such as Reader’s Digest before becoming Group Purchasing Manager of Abbey National. At that time Derek formed, and was an early Chairman of, the Financial Services Purchasing Forum, which is now affiliated to CIPS as a special interest group. He has also been a guest speaker at UK and international purchasing conferences. He started his own business, Horizon Associates, in 1995 offering procurement consultancy, training and recruitment. (www.purchasing-consultants.co.uk)
'The practical advice provided throughout this book is presented in a no-frills, snappy style that ensures the essential information is not lost in a clutter of unnecessary detail. ...This is an excellent volume that in every sense is a handbook for procurement specialists and beginners alike.' Economic Outlook and Business Review 'An ideal guide for any buyer that aspires to be a procurement manager. It goes beyond the mere process manual and explains purchasing’s role at the heart of a successful organisation. I particularly approve of the way that Roylance stressed the need for purchasing to act as an example of good practice in business ethics. It distills a lifetime of experience in purchasing into an easily digestible read full of wisdom.' Trevor Kitching, Director, ACS Supply Chain Consultancy Ltd 'Written in Roylance's humorously dictatorial style, the book condenses a year's worth of instruction into one handy volume. It covers everything you need to know and consider when engaging your internal customers on procurement's offer to your company. ...Well done.' Supply Management
