LESSON 2: PREPARATION
Quiz: What do they want?
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Question 1 of 4
1. Question
Match the sentences!
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- always has a bigger picture than the PCBs
- the better we can show how NCAB can add value
- we know what the customer is willing to pay for
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The customer…
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The more we understand the bigger picture…
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If we know how to add value…
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Question 2 of 4
2. Question
Why is it important to learn about customer’s needs?
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Question 3 of 4
3. Question
In Susanne’s purchasing career, how many % of the suppliers reached her red line (while the rest could have reached a higher price)?
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Question 4 of 4
4. Question
How can you prepare for a meeting?
Match the values!
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- …so I can prepare alternatives that could be attractive for the participants
- …with the price discussion at the end
- …to give myself time to expand the ZOPA
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Find out who will be there and what their expectations are…
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Send an agenda…
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Push the price discussion to the end..
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