Page 158 - DMGT554_RETAIL_BUYING

Anand Thakur, Lovely Professional University Unit 11: Wholesale Purchasing and Negotiation with Vendors

Unit 11: Wholesale Purchasing and Negotiation with Notes
Vendors

CONTENTS

Objectives
Introduction
11.1 Wholesale Purchasing on the Internet

11.1.1 Buying Wholesale Merchandise
11.1.2 Pros and Cons of Buying Wholesale
11.1.3 Types of Wholesalers
11.2 Meeting with Vendors
11.3 Negotiation with Vendors

11.3.1 Trade Discount
11.3.2 Quantity Discount
11.3.3 Principles of Negotiation

11.4 Negotiation Strategies
11.5 Negotiation Tactics
11.6 Negotiating the Purchasing and Writing
11.6.1 Smaller Supplier Base and Long-term Contracts
11.6.2 Vendors are Partners

11.6.3 Negotiation or RFQ
11.6.4 Negotiation Objectives
11.7 Summary

11.8 Keywords
11.9 Review Questions
11.10 Further Readings

Objectives

After studying this unit, you will be able to:

 Understand the Wholesale Purchasing on the Internet
 Explain the Meeting with Vendors
 Discuss the Negotiation with Vendors
 Describe the Negotiation Strategies

 Explain the Negotiation Tactics
 Understand the Negotiating the Purchasing and Writing

LOVELY PROFESSIONAL UNIVERSITY 153