Course Directory

TOOLBOX: What’s going on in a buyer’s mind?

Type(s): In house training, Toolbox training

Target group(s): Project Managers, Sellers

Trainer(s): Philip Meyers

Duration: 03:00 u

An introduction to purchasing for sellers.


This training wants to give sellers an insight in the way of thinking of professional buyers. Sellers meet purchasers all the time, but do they really know how they reason, how they react, what their objectives are?

This is a unique opportunity to peek behind the curtain of the purchasers profession.

Target group

  • Sellers
  • Account managers
  • Sales directors
  • Everybody wh is confronted with professional purchasers.


After this training participants will have a better understanding of the buyer’s objectives. It is not always the price!

Participants learn the purchasing language, how purchasers determine their strategy and how purchasers manager their suppliers. If you know all that, you can start playing on the purchaser’s pitch.

After this training participants will be able to set up a road map to approach their customers, including the difficult ones.




  • Introduction to purchasing
  • Du Pont: why price will always be important
  • Trends in purchasing

Purchasing Strategy

  • Purchasing strategy: Kraljic
  • Mirroring: Supplier’s preference Matrix

Purchasing Process

  • Specifications
  • Request For Information (RFI)
  • Request For Proposal or Quotation (FRP & RFQ)
    • Price & TCO
    • Payment terms
    • Incoterms
  • Supplier selection: comparing offers
  • Contract & Service Level Agreement (SLA)
  • Vendor Management

The interaction

  • Preparing negotiations
  • Preparing the roadmap

The explanation will be illustrated with several real life examples.