Sales Training: Understanding Procurement
Understand the perspectives of procurement professionals to better align your sales strategies with their needs, enabling more effective collaboration.
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Personalized Learning Journey
Unique learning paths based on team goals
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Blended Learning
Self-paced learning combined with live sessions
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Measurable Results
Actionable strategies for tangible outcomes
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Self-Paced Learning
6-8 hours study time, 35 Video Lessons
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Accredited Certification
Personalized certificate after completion
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Money-back Guarantee
Try it for 60 days risk-free
Course Learning Goals
- ✓The course will provide an overview of the procurement processes. You will gain a comprehensive understanding of how procurement works, including the organization and roles of procurement departments, their targets, and negotiation strategies used.
- ✓ This course teaches you how to apply negotiation strategies. You will improve your negotiation skills with practical techniques and insights, focusing on achieving better results and effective deal-making with procurement professionals.
- ✓This course shows you how to apply procurement analytics in sales. You will understand and use procurement analytics to inform and refine your sales approach, ensuring alignment with procurement practices for improved business outcomes.
The Perfect Fit For
This course is for sales professionals who want to better understand how procurement works. The main goal is to help salespeople work more easily with their procurement colleagues. By taking this course, they can improve their negotiation skills and close deals with more efficiency, creativity, and ease.
Key Procurement Skills
Course Curriculum
Module 1:
Understanding Procurement
- Understanding The Fundamentals of Procurement and Its Process
- Linking Procurement Theory to a Sales Perspective
- Learning Key Procurement Mentality and Sales Behavior
This module introduces the fundamental concepts of procurement, including how it works and how procurement departments are organized. You will learn about key procurement targets and KPIs, and how these influence tendering and decision-making. We will also explore procurement analytics and how procurement professionals evaluate and rank suppliers, giving you an idea of how they might approach you.
- 15 Video Lessons
- Usable Templates
- Extra Reading Materials
- Practical Case Studies
Module 2:
The Procurement Process
- Formulating a Negotiation StrategyUnderstanding Your Counterpart
- Understanding Your Counterpart
- Analyzing Power Balance and Comparing Negotiating Parties
- Identifying Negotiation Styles and Setting Strategic Goals
This module will help you develop and implement effective negotiation strategies when working with procurement professionals. This module also covers how to understand the mindset of your counterpart and manage the power balance between different negotiating parties. You will explore various negotiation styles, set strategic goals, and learn key concepts like BATNA (Best Alternative to a Negotiated Agreement). Furthermore, this module dives into techniques such as using "carrots and sticks" and the importance of building a cohesive negotiation team.
- 10 Video Lessons
- Editable PowerPoint Template
- Extra Reading Materials
- Practical Case Studies
Module 3:
Negotiation Tactics Used By Procurement Professionals
- Understanding the Ideal Negotiation Process and Opening
- Applying Principles Of Persuasion and Active Listening
- Using Key Negotiation Tactics for Procurement
This module will teach you the ideal steps for navigating a successful negotiation process. You will learn how to open negotiations, set a reservation price, and define the Zone of Possible Agreement (ZOPA). This module will also cover powerful persuasion principles, along with questioning and listening skills that are critical to success.
- 10 Video Lessons
- Usable Templates
- Extra Reading Materials
- Practical Case Studies
Get to Know Your Instructor
Marijn Overvest
Marijn is the founder of Procurement Tactics and a recognized expert in the field of negotiations, sustainability, and strategy building.
Experience:
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200+ TeamsUpskilled globally, from Fortune 500s to startups.
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Fortune 500 ClientsExtensive client range, ensuring a broad impact.
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200+ NegotiationsDirect experience with sales leaders.
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$200M DealsNegotiated major contracts with top suppliers.
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300+ PlansDeveloped comprehensive negotiation strategies.
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Procurement StrategyLed with CPOs, shaping company direction.
Expertise:
Previous Clients:
Our Services
How Do We Train Teams
Pricing
Choose a plan that’s right for you
OPTION 1
SELF-PACED E-LEARNING
Online Courses For Procurement Success
This team plan includes access to:
- 22 Courses + All Future Courses
- Tailored Learning Plan
- 12-month Access
- Access to Template Library (54 Templates)
- Certificate after completion
Price starts at for 2 members
OPTION 2
BLENDED E-LEARNING WITH LIVE SESSIONS
Online Courses + Live Sessions
This team plan includes access to:
- Includes all of Option 1
- Pre- and Post-Skills Assessment
- 5 Live Team Sessions
- Team Learning Consultant
Price starts at for 2 members
Single Course
Targeted training for tangible results. Build the critical skills to advance a procurement career.
/ year
Enroll NowFull Access
One plan. All courses. Unlimited potential. for individuals who want to build well-rounded procurement expertise.
Client Success Stories
Build Better With Procurement Tactics
Discover how our courses have helped teams save time, close better deals, and lead with confidence.
Curious about what we could do for you?
In just 30 minutes, you can discover how we can help and explore cases similar to yours. We’ll cover:
WHAT TO EXPECT:
- Your specific needs and challenges
- How Procurement Tactics has supported teams like yours
- A demonstration of our learning method
- Helping you decide what’s best for you
Enroll with your team
Frequently Asked Questions
We have put together some frequently asked questions
Will I get a certificate?
+ other popular questions
What is Procurement Tactics?
+ our mission and vision
How do the courses work?
+ turning theory into practice
What happens after I enroll my team?
After you complete your payment, you’ll first receive an email with your invoice, followed by another email with access to our study environment. Your instructor will then contact you to schedule a kickoff session. You’ll also get login details for Teachable, the platform we use for our courses. Once you complete all the lessons, you’ll receive your certificate.
How do I know which courses to take?
You can find out which courses are right for you by completing this assessment: T-Shaped Procurement Assessment. The results will be shown right away.
If you purchased full access or a team plan, please use this link instead: Learning Journey Assessment. After completing it, reach out to our sales manager, Pim, to discuss your results. These results take 1–2 days, as we carefully review your answers to create the best course lineup for you.
What’s included in a subscription?
It depends on the plan you choose. You can check the pricing section to see what’s included in each subscription tier.
How does payment work?
You can pay either by card or invoice. For card payments, your plan is activated right away. Within a few minutes, you’ll receive an email with instructions on how to log in to the platform. If you don’t get it, please contact us at team@procurementtactics.com and we’ll help you right away.
If you prefer to pay by invoice, please contact us at team@procurementtactics.com and we’ll guide you through the process.
Note: Invoice payments can be settled by wire transfer within 30 days.
How do I get a tailored learning plan?
You can get a personalized learning plan by completing our assessment. Schedule a demo to start this process.
How does the training fit into daily work?
Our courses are self-paced, so you can learn whenever it fits your schedule. You don’t have to finish everything in one go. Many learners study during free time at work or after office hours.
The lessons are designed to be practical and engaging, so learning feels smooth and natural. You can progress at your own pace, wherever and whenever it works best for you.