Formation/Cours

Objectives: Professional purpose of the course and knowledge to be acquired

• Understand the purchasing function or the role of purchasing in certain missions in the company.


• Associate the purchasing function with the other fundamental functions such as the supply chain or the marketing policy.


• Notion of Purchasing strategy on his area of responsibility: analysis of the current situation, SWOT, challenges, objectives, strategy.


• Operational purchasing: negotiation, preparation, follow-up, basic knowledge (legal, logistics, etc.).


• The different types of negotiation to be adapted according to the environments and interlocutors.


• International purchases: context, knowledge to be acquired, culture. Explanation and calculation of Basic incoterms.

Skills or Abilities Assessed

• Know how to prepare a negotiation.


• Knowing how to negotiate and adapting one’s negotiation.


• Manage purchases within the company.

Course objectives

The creation of the offer and its positioning lead to success on the market , but also depends on its profitability, in which purchasing takes a preponderant part associated with additional costs such as logistics, finance charges etc.

The objectives are therefore to optimize purchases in order to be as efficient as possible on the market and to be as independent as possible of its sales policy. And to be the most efficient in your purchases, you have to know how to negotiate and understand the negotiation and above all have a clear vision of your purchasing policy.

In addition, sources are becoming less and less local, it is becoming important to understand how to organize international purchases and how to optimize them.

Course content:

1. The purchasing function within the company

• Types of purchases

• Buyer job

• The other parameters of the purchase: supply chain, legal…

2. Purchasing: strategy and management

• Choice of suppliers

• Definition of a purchasing strategy

• The purchasing process

3. Negotiation

• Negotiation stages

• Preparation for the negotiation

• Types of negotiation

4. Negotiation

• The interlocutors in the negotiation

• Formalization of the negotiation

• Mistakes to avoid

5. International purchases

• Incoterms

• Payments

• Sourcing areas