sales questions to ask procurement

In my opinion, a practical approach should be evaluated by using an existing practical issue from the Procurement domain. Questions to Ask Your Procurement Manager to Ensure Smooth Sales. There are logic & Principle for goods and services procurement applied by most firms, and you would want to know how they work to arrive at the best deals. And how would you engage with stakeholders to achieve total buy-in? However, don’t take this question lightly. 1. They aren’t just powerful open-ended sales questions, they are probing questions … Masters in Supply Chain Management – Top 6 Universities in the U.K. 18 Targeted Inventory Reduction Strategies for Supply Chain Professionals. How would you implement a cost-saving, value-building initiative across the entire organization? What is Direct and Indirect Supplier Development Process? The Links for helping us to answer the question and provoke our thoughts over the specific topics were really very helpful and Informative. So you need to prepared to a job interview and to consider the skills, the strengths, the qualities that you have that you need to highlight. 18 questions you should ask possible vendors and suppliers. Here are some simple ways to help make procurement your best friend in the sales process. For instance, one business owner had a point of sales system for chefs who ran their own business but was having trouble selling i… The basis for determining an organization’s purchasing patterns is conducting a spend analysis and building a spend profile. Priorities and plans vary from individual to individual and from company to company. This will quickly show you their attitude and mindset. If they just react to demand from a system database and supplier feedback, you are interviewing a Procurement coordinator not a Buyer. I would prefer choosing an activity or item and plan for a negotiation strategy, then negotiate with it. If your company is interviewing applicants for higher-level positions, you may consider adding a set of “procurement manager interview questions,” focused on a candidate’s leadership style, industry knowledge, strategic and tactical capabilities, and relationship skills. When you are going to the procurement interview you can except that interviewer will ask some questions about you so he/she can get insight into your personality, and to decide whether you're a fit for the job and for the company as well. Looking for a way to work with me and promote your business, service or product? So, consider open-ended sales questions to be your bulldozer, uncovering the details that will help you provide a better experience for prospects and c… How will you go about determining this company’s spending patterns? ), but their core responsibilities (evaluating suppliers and negotiating) remain the same. What do you like the least? In my view, asking the candidate if he/she has ever heard about CIPS and its importance or any Procurement related qualification is also essential. The Procurement team would be grateful for any feedback you may have that will help them improve your Procurement experience. You do not need to stop selling just because you are dealing with procurement. You can learn more by reading LIFETIME BASICS OF FOREIGN TRADE MANAGEMENT – 3 THINGS YOU NEED TO KNOW. PURCHASING VS PROCUREMENT – KEY DIFFERENCES, to substantiate the above answer. To provide lasting value for your procurement organization, interviewees for the jobs you offer need to have relevant experience and the ability to handle the day-to-day activities of the position. It can also determine which businesses need your solution the most. For example, I have gone into battle with some commodity managers who have agreed a very high batch size of machined parts to get the best price, which throws my Just in Time, lean means supply chain design out of the window! In answering this set of questions, the prospective employee has a chance to demonstrate their problem solving and negotiation skills, as well as their knowledge of existing tools and techniques. Liked it a lot. A much more effective approach is to ask questions that draw your prospect out. This Procurement Interview Question aims to gauge the depth and breadth of information they have coming in. We just need a bit more information from you so our specialists know how to assist you better. You do not want to hire a candidate who is devoted solely to old ideas. A real expert always loves the job yet would still have their likes and dislikes about procurement. How do you manage supplier relationships? How a candidate answers this pair of questions offers additional insight into their specific subject matter expertise, as well as their experience with sourcing for direct and indirect spending. If I am supposed to find questions, suppose to find useful links to answer the questions and if I am expected to write the sample answer of them, then what you are going to do? But they also need to display flexibility, skill, and outside-the-box thinking in order to address new challenges or identify and exploit potential supply chain improvements.”. Also, do not forget to ask questions which could ensure their integrity of dealings most importantly. When defining requirements for the procurement of services, the following are 19 questions to consider: What type of service do we need? Of the extensive number and types of questions that can be asked, I will cover 21 Questions and Answers that I regard to be the most commonly asked. Get your question featured on SRG Insights. A good expert always has a strategy or action plan in place to minimize risk on cost and zero shortage concerning the plan. so thank you so much for your kind help. It’s a chance for both parties to break the ice, and guide the discussion toward more advanced job interview questions in later phases. So, let’s get started with this blog for some tips on how to successfully tackle them. So, wonder no more, check out these interview guides and practice below Procurement Interview questions! Purchasing agents buy products on behalf of their company for use or wholesale. Crafting a team also requires strong strategic skills, and a practical and creative vision for how the team will function in pursuit of departmental and company-wide goals. Do you have any kind such tips for supply chain managers, Please read this blog -> http://muddassirism.com/supply-chain-interview-questions/. Posted on 14th July, 2017 21st February, 2018 by Tashya Viknesh. In this question, the interviewer wants to know how broad your experience is in solving procurement problems. While they often feel that they’re overlooked and undervalued, they also bear the brunt of blame whenever there’s a problem with any purchase. A little strategy and thoughtful consideration when asking common interview questions (and some not so common) can help ensure every job interview is designed to bring the brightest and best into your organization. For a detailed answer please read my frequently read and quoted blog STRATEGIC SOURCING VS. PURCHASING – 7 KEY DIFFERENCES. “Advice and counsel from more senior leaders, who are willing to share their insightful sharing of experiences and gives you career guidance and growth tips”. If a candidate (for example) has high subject matter expertise but doesn’t necessarily care for supervising other people, they might make a poor fit for the position of procurement manager. Does your organization’s corporate responsibility strategy match the availability of your current resources?This question addresses your strategy in terms of the funding, time, people, and information necessary to make the strategy work, determining its feasibility.2. For example, a project that reduces procurement costs can end up increasing costs for logistics and operations. What is the most difficult lesson you’ve learned during your time in procurement? Post a Job. From which states or countries have you purchased, and what are examples of the quantities or categories of goods bought? Using the correct sales probing questions will gather the information you need to be a more effective sales person and … Do This Self Assessment, Supply Chain Management interview questions, 10 Ways on How to Successfully Find Supply Chain Jobs, generic job interview questions too – so check out this Blog, 27 Essential Logistics Interview Questions and Answers. Their response should include their views on, and knowledge of: What do you like the most about procurement? If a purchasing department or purchasing agent is considering switching from your company to another supplier, are you ready with a set of questions that could reveal why such a switch is a bad idea? As you prepare to ask any open-ended sales questions, bear in mind that the most difficult task is not sounding too contrived. I really loved this article! I have written an article on 10 Must Have Customer Supplier Relationship Areas – How Many You Have? You must read this blog! Do you have a preferred category? This question covers the kind of commodities the procurement expert prefers and what level of understanding he possesses on past trends which can be applied to the here and now. Stocktaking: The Ultimate Guide to Creating Your Very Own Customised Stocktake Procedure, How to Run a S&OP Process – Benefits, Steps & Barriers, Materials Management Competency Assessment, S&OP Maturity Model – How Good is your S&OP? LIFETIME BASICS OF FOREIGN TRADE MANAGEMENT – 3 THINGS YOU NEED TO KNOW, 10 primary principles of sustainable procurement, Are You More Like a Reactive or Strategic Supplier Development Professional, 7 Supply Chain Risk Villains You Might Need to Fight Against [Infographic. The answers to these questions will give you clear insight into how an applicant will lead their team members and your business to greater success. The responses you get will tell you more about the candidate’s definition of value. And in most cases, people struggle to explain or they start waffling! Enter your email below to begin the process of setting up a meeting with one of our product specialists. Whether a prospect is applying for the position of buyer/procurement specialist, procurement analyst, or even procurement manager, it’s a good idea to establish their understanding of basic concepts within the procurement function—and their capacities and capabilities within it. Anyone who’s ever been either side of a job interview knows the first stage is basic information collection. Remember they have a manager and are part of a team just like you. STRATEGIC SOURCING VS. PURCHASING – 7 KEY DIFFERENCES. Asking the right procurement interview questions, and investing in those who can answer them honestly, intelligently, and creatively, is the first step to crafting a team of procurement professionals with the skills, experience, and talent needed to build lasting value for your company. If you're a loyal customer, you can ask for better warranties or an extended customer service plan. Well, my advice to anyone looking to get the best out of every procurement interview is to read this blog and understand the concepts behind each question and the proper application into the answers offers an insight into the following: You might also want to refer your logistics colleagues and friends 27 Essential Logistics Interview Questions and Answers, I am sure they will find it very useful. He ensures that his organization secures the best deals for … Sales 5 Questions Every Salesperson Should Be Asking Prospective Customers Prospective customers respond most to questions that address their business. In this procurement interview question, the hiring manager wants to learn about your ambition as a procurement professional or life in general. But if you could have given a sample answer to these question it would have been even more helpful on how more better can we express our experience. Another useful article is Supplier Partnership Vs Traditional View of Supplier Management. Dr.Muddassir So they’re in a position of constantly running between sales representatives and the end-users in their own organization. Supplier sourcing and evaluation and supply chain management, Dealing with internal and external stakeholders. Signup for latest blogs and special offers! Here, we have compiled our own list of those simple questions and we have asked three of our team to answer them for you. Brief Guide to Supplier Quality & Supplier Development, 5 Supplier Development Initiatives to Create Improvement Projects. The goal of my keynotes is to motivate through inspiration and stories of transformation, with liberal doses of education. These engaging sales questions are open-ended and meant to start a dialogue. In the article, I gave examples of six questions to consider asking a manager hiring for a procurement position. 9. By understanding their objectives, we will be better positioned to work with Procurement and achieve a successful sales outcome. Thanks a lot for sharing it. Make sure you think hard and find the best problem you (not your team members) have solved, what was the scenario, what approach you have taken and what was the outcome. Well, I hope you enjoyed the 21 Procurement Interview Questions and Answers Guide and have learned something new about it. Moreover, as a hiring manager, you can use the list below of procurement interview questions and answers if you are planning to recruit buyers and/or commodity managers in the procurement function. Factors beyond price should also be considered in your supplier decision. We just need some information from you so our specialists know how to assist you better. Perhaps they spearheaded the streamlining of the supply chain for additional cost savings, or establishing a strong, mutually beneficial relationship with a supplier. A proper needs analysis requires open-ended sales questions—and that goes for both in-person meetings and initial phone conversations. As a start, try asking some of the questions below in different stages of the buying cycle: Buying history questions. Post-sales service and a supplier's reputation are important factors, and always get references. The challenge for each procurement professional is to set-up the most streamline process. Our List of Best Sales Questions to Ask on a Sales Call. Anyone who’s ever been either side of a job interview knows the first stage is basic information collection. For example, you can read further on 10 primary principles of sustainable procurement. Describing a successful experience in which he/she was a significant partaker in coordinating the activities speaks volume of his/her style and personal touch. While we've suggested wording here in this article, feel free to use the concepts, but make the wording your own when you ask the questions. : The Quick and Complete Guide to a Winning Interview, 101 Great Answers to the Toughest Interview Questions, 25th Anniversary Edition, Ph.D. Thesis – Enhanced Supplier Development Framework: a systematic approach to improve supplier performance, 27 Best Procurement Blogs and Websites You Should Bookmark, The Top 7 Must Read Procurement Book for Supply Chain Professionals, The 28 Best Facebook Groups for Supply Chain, Procurement & Logistics Professional, Top 23 Supply Chain Interview Questions and Answers Guide, 17 Most Common Procurement Problems and Their Solution, The Challenges and Opportunities of Implementing Artificial Intelligence in Procurement, 24 Excel Tips & Tricks to Becoming a Supply Chain Nomad, 8 Must Have Supply Chain Competencies to Triumph in Your Career, Importance of Inventory Management – 14 Awesome Benefits You should know, 5 Supply Chain Trends We Should Watch in 2021, APICS VS CIPS – What Should You Choose? i thank you for your innocent help to know what it mean and to upgrade my knowledge that i have. Where do you see yourself in five years? These questions help you identify what a candidate’s looking for, their understanding of the job description, and whether they personally will be a good fit for your company’s culture. Supplier Partnership Vs Traditional View of Supplier Management, 27 Uplifting Cost Reduction Strategies You Should Try, STRATEGIC SOURCING VS. PURCHASING – 7 KEY DIFFERvENCES, JIT Purchasing – 3 Reasons why it is Different from Conventional Purchasing, Get That Job! Procurement Managers are responsible for buying goods for your company either for use or resale. They may be found in many industries (wholesale, manufacturing etc. Can they readily and confidently explain their approach? Enjoying the job is one aspect not everyone finds easy. And if you are looking for top tips how to find your next career move, you can benefit from reading 10 Ways on How to Successfully Find Supply Chain Jobs. Open-ended sales questions (part of the consultative sales approach) are also called sales discovery questions because they are designed to get to know the prospect better. If a position is brand new, or the job description has changed significantly and a new team must be established, this question is vital. With this Procurement Interview Question, you get a better view of his/her interpretation of values, style and interpersonal skills. Different procurement processes appeal in different ways to different people. What’s your ideal corporate culture, and why? 20 Well Researched & Proven Supplier Development Activities You can Apply. Whatever the case, their answer should make it clear how they can put the skills they’ve used in the past to help strengthen your purchasing organization in the future. Save my name, email, and website in this browser for the next time I comment. My desire is for everyone in procurement to get the best deals and have a better view of what is the likely expectations from a professional. The “go between” role can create a no-win situation for purchasing managers. As alluded to in the article, hiring managers often don’t limit their judgment of you to just how you answer their questions. … You should NOT just stick to these questions. This field is for validation purposes and should be left unchanged. And don’t miss out on reading 29 Best Supply Chain Resources & Tools that Help You Learn & Grow. And while you may not ask each candidate all 100 of the most common interview questions, they provide a solid foundation and can help distinguish “cookie-cutter” answers from thoughtful and relevant ones. Just as your company relies on the procurement function to build value and implement cost savings, so, too does your procurement team rely on your company’s hiring manager to find the most qualified and skilled applicants. You must prepare for this, as this is amongst most frequently asked Procurement Interview Questions. Such teams don’t simply spring into being, however—they need to be built. Overall this article was really helpful and a good one to read. It also provides a reliable foundation for future questions about specific interactions and how a candidate overcame a challenge or generated significant cost savings for their employer. Much like the question about accomplishments, this deceptively simple query can reveal how a candidate will tackle the challenges that crop up on their new job. Good one , thanks for sharing Wanjiku * has been applying for jobs in the procurement industry for about 2 years now with no success. There are a host of information available on CIPS regarding negotiation or you can find this forbes article useful to get you thinking outside the box! Regardless, job seekers need to show they understand truly effective ways to engage with internal clients as well as external suppliers, and work together to accomplish initiatives and support both procurement and company-wide goals. What are the details of the service required? Why is the service needed? The objective is to leverage them, exploit their capabilities, integrate and complement the core competencies of the various partners in the supply chain (interdependence) so as to provide value and cost efficiencies and uniqueness for the customer. I have written the whole host of articles on Supplier Development, which you can use to answer this question: Are You More Like a Reactive or Strategic Supplier Development Professional? With this Procurement Interview Questions, you should be able to know the difference between procurement and purchasing with the provided response. Ask them what their main … 29 Best Supply Chain Resources & Tools that Help You Learn & Grow. What technology and tools, such as procurement software, would you use to do so? Since writing a blog on Supply Chain Management interview questions, I received lots of requests from people seeking to interview Buyer or Commodity Managers within the Procurement Function. There are plenty of useful research and materials available. Effective Procurement Interview Questions. With this, you also get to know if internal stakeholder’s negotiations are allowed. It’s a chance for both parties to break the ice, and guide the discussion toward more advanced job interview questions in later phases. When? Purchasing materials from a local source is far different from sourcing materials internationally. The best of this very interesting question is in my very frequently read blog “STRATEGIC SOURCING VS. PURCHASING – 7 KEY DIFFERvENCES”, The processes or steps they go through is fundamental, and how they measure their success on the job. A procurement manager plans and coordinates the work of buyers and purchasing agents. Scalable and flexible – As your business grows, can the supplier scale to your needs? 19 Questions to Ask When Defining Requirements for Services Procurement. They have objectives and a targets to achieve as well. Core DNA says these questions begin a conversation with the prospect and are used both during the initial stages with a prospect as well as with the close. Procurement Interview Questions & Answers. Describe a situation in which you’ve overcome the objections of a difficult stakeholder. They are responsible for closing the best purchasing deals for products and services on the market to minimize company procurement costs. Many people use the term “supply chain management” when they are really talking about the procurement, logistics, or operations functions. What about the American Production and Inventory Control Society) (APICS)? Understanding the concept of buying and the processes involved while buying any product or service is essential. If a candidate will be working closely with suppliers, this question can reveal how empathetic, adaptable, and capable they are in maintaining positive supplier relationships and building “win-win” solutions. This would give a theoretical framework you need to answer this question. As an interviewee, if you are thinking between APICS VS CIPS – What Should You Choose? A Buyer and Or Commodity Manager is only as right as the information they use to lead financial decisions they are tasked to make. So, to help my procurement friends, I have written a blog on 27 Uplifting Cost Reduction Strategies You Should Try , which I am sure they will find useful. Have you built a procurement team from scratch? In ten? Jorge Lynch Leave a Comment. Sector-specific experience can be useful in more senior positions. You can learn more here. You can maintain going deeper and more profound until you get satisfied. DEAR sir/ madam . Check out this list of 25 Procurement and Purchasing questions and answers. If you are looking for Top Tips on how to find your next opportunity in procurement watch my vlog below on this topic. Moreover, please watch this awesome interview of The Supply Chain Show to understand what it takes to become Supply Chain TOP TALENT. Whether purchasing goods for use or resale, procurement managers play an important role in an organization. Since I am a supply chain guy and my focus is primarily on KPI’s like Inventory, On-Time Delivery, lead time reduction and so on and so forth, which, at times, I find it contradictory to the procurement guys main aim of cost reduction. However, I have found this blog which helps steer your thinking process in the right direction! If you are a seasoned procurement professional it is very likely that you would know the answer of this question and may talk for hours, if there is no time limit! If you’re a small business trying to make every dollar count, business intelligence software can represent a major expenditure. The procurement manager should be well informed because they need to be purchasing based on the latest trends in the marketplace. Featuring sales experts with over 25 years of sales and sales management experience. Submit your question here. A Technical Definition. As with the question about their personal procurement likes and dislikes, the answer to this question can also tell you whether they’ll be enthusiastic about, or indifferent to, the specifics of the position. There is a difference and you can learn the difference by reading JIT Purchasing – 3 Reasons why it is Different from Conventional Purchasing. As a candidate, you can answer this question by using an example of sustainable procurement practices. Getting the lay of the land is the first step to evaluating a candidate effectively. The specific needs of a given position may not only require enhanced industry knowledge, but benefit from the skills gained via specialized certifications. And get FREE 2700 Supply Chain Management Terms and Glossary once subscribe. 10 Must Have Customer Supplier Relationship Areas – How Many You Have? Attending a procurement interview soon? Here are the top procurement interview questions and answers that are going to help you ace your interview. Understand their main objectives and how they measure success . It gave me some new insights I never really thought about before. Examples questions you might ask include: Please describe your style of leadership. Maybe you have even Googled “procurement interview questions” to make sure you come ready with the best answers for your potential future boss. The answers are not necessarily “deal breakers,” but can help set a tone for the interview and aid you in gauging a candidate’s overall potential, as well as how well their goals mesh with your company’s. Put an End to Questionable Procurement Practices for Good with PurchaseControl, by Rob Biedron | Dec 19, 2018 | Procurement, Stay up-to-date with news sent straight to your inbox, Sign up with your email to receive updates from our blog. The basis for determining an organization’s purchasing patterns is conducting a spend analysis and building a spend profile. Applicants who sit for exams from either CIPS or APICS will bring additional skills to a position and expanded knowledge on topics such as: Job interview questions are a deceptively crucial part of building a winning procurement organization—and a stronger, more successful business. Are you currently pursuing additional educational opportunities? If you are preparing for the next interview in the procurement function, knowing the answers of some of these questions will help you prepare better. You can learn more here. Understands your needs – Does your company have experience with a business like ours and understand our needs? Also, this Procurement Interview Question, would mainly tell if he/she has the required experience level you are looking for in a procurement professional. Experience brings insight, and with it the potential for paradigm shifts that can benefit your organization with the right hire. What is Supplier Development? A well-done spend profile will reveal things like the amount of money your organization spends on each category of goods and services it purchases, the amount of money spent with each supplier, changes in spend over time, and other valuable information. But they also need to display flexibility, skill, and outside-the-box thinking in order to address new challenges or identify and exploit potential supply chain improvements. So, we need to find the right balance between cost reduction and best supply chain design to meet customer service targets and operational goals. A candidate’s accomplishments underscore not only their perceived competencies but how much value they place on key parts of the position on offer. Hopefully, you will find this article useful to gather your thoughts and answer these type of questions. Do they lead by example? Who can best describe the service required? So, ‘The 21 procurement questions and Answers Guide’ can aid both supply chain graduates as well as experienced procurement professionals. The procurement manager should be a detail-oriented reader. Please be open and constructive in your comments so that the team can easily identify the key areas in which they can help you. Here are some specific questions that you should consider asking: • What is the cost of setting up a new vendor in your computer system? Which commodity/category (or commodities/categories) have you sourced in the past? Typically, such jobs are more suited for experienced managers in the field, but as newcomers or fresh buyers, these procurement interview questions are essential to start out on the right foot.

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