Unit7purchasing物流专业英语采购

Unit7PurchasingText1PurchasingDialogue1WhatisPurchasingText2PurchasingProcessDialogue2OrderingEquipmentText1Purchasing【Para1】DefinitionofPurchasing（采购的概念）Purchasingisnotsimplybuyinggoodsandservices,anditisagroupoffunctionalactivitiesassociatedwithbuyingthegoodsandservicesrequiredbyorganizations.Theseactivitiesincludesupplieridentificationandselection,buying,negotiationandcontracting,supplymarketresearch,suppliermeasurementandimprovement,andpurchasingsystemsdevelopment,etc.Text1Purchasing【Para2】theRoleofPurchasing（采购的作用）Themostimportantandtraditionalroleofpurchasingistomeettherequirementsofinternalusers.Inthepast,theemphasiswaslaidtobuywhatfirmsneedfromtherightsource,attherightprice,intherightquantity,totherightinternalcustomerandattherightspecifications.However,withtheincreaseofoutsourcing,firmsaremoreandmorerelyingonexternalsupplierstoprovidenotjustmaterialsandproducts,butalsoinformationtechnology,service,andevenlogistics.Therefore,toensuretheuninterruptedflowofhigh-qualitygoodsandservicesisbecomingmorecriticalformodernenterprises.Text1PurchasingPurchasingdepartmentmustdevelopandmaintaincloserelationshipswithotherfunctionalgroupswithintheorganizationwhichmayincludemanufacturing,marketing,technologyandfinance.Effectivecommunicationwiththesedepartmentsisessentialandnecessaryforthewholeorganizationtokeepascompetitive.Forexample,ifasupplier’scomponentsaredefectiveandcausingproblemformanufacturing,thenthepurchasingdepartmentmustworkwiththesuppliertoimprovetheirquality.Text1PurchasingInordertoensurethecurrentsuppliersarecompetitive,purchasingmustidentifynewsuppliersandimproveorreplacetheexistingsupplierswhoarenotmeetingtherequirements.Thatmeansthatpurchasingneedstokeepabreastofthenewestconditionsinsupplymarket.Text1Purchasing【Para3】theNeedofPurchasing（采购需求）Nowadaystheneedforpurchasingtobeinvolvedincorporatestrategyhasreceivedagreatdealofattention.Thereasonisthattheamountofmoneyspentonpurchasinghasincreasedsignificantly,andthepotentialsavingsfromstrategicmanagementofpurchasingareconsiderable.Anotherfactoristhetrendtowardoutsourcing,whichmeansfirmsmustmanagetheirsupplierseffectively.Nowitisbelievedthatsuppliersplayacriticalroleinsupportingafirm’scompetitivestrategy,whetheritiscostleadership,differentiation,oramixedstrategy.Text1Purchasing【Para4】DecisionofPurchasing（采购决策）Purchasingthoseproductsandserviceswhichfirmscannotproduceisnecessaryandeasilyunderstood,butiftheycanmakeorprovidetheseproductsandservicesin-house,whatwilltheydo?Decisionsaboutwhetheraproducerofgoodsorserviceswillinsourceoroutsourcearealsocalledmake-or-buydecisions.Answeringsuchquestionsisoftennotasobviousasblackandwhite.Text1PurchasingTomakeitclear,managementneedstoanswerthequestion:Whatisthedifferenceinrelevantcostsbetweenthealternatives?Therefore,itisnecessarytocalculatecostsamongalternativesandconsideritsresourcesandopportunitycost.Finally,someotherstrategicissuesalsoneedtobetakenintoaccount.Text1PurchasingNewWordsandPhrasesfunctionaladj.功能的internaladj.内部的specificationn.规格,规范outsourcingn.外包，外购ensurev.

确保uninterruptedadj.不间断的，连续的enterprisen.

企业，商业机构Text1Purchasingfinancen.财务，金融essentialadj.基本的，必需的competitiveadj.有竞争力的，竞争的componentn.零件，部分defectiveadj.有缺陷的differentiationn.差异化relevantadj.相关的，相应的alternativeadj.选择性的，二中选

一的Text1Purchasingstrategicadj.战略上的，关键的laidto把……归于relyon依赖，依靠keepabreastof保持与...并列costleadership成本领先opportunitycost机会成本takeintoaccount重视，考虑Text1PurchasingNotes1．Theseactivitiesincludesupplieridentificationandselection,buying,negotiationandcontracting,supplymarketresearch,suppliermeasurementandimprovement,andpurchasingsystemsdevelopment,etc.这些活动包括供应商的认定和选择，采购，谈判、合同签订，供应市场调研，供应商的考核和改进，以及采购系统的开发等等。Text1Purchasing2．Thatmeansthatpurchasingneedstokeepabreastofthenewestconditionsinsupplymarket.这就意味着采购需要与供应市场的最新情况同步。Text1Purchasing3．Suppliersplayacriticalroleinsupportingafirm’scompetitivestrategy,whetheritiscostleadership,differentiation,oramixedstrategy.供应商在支持企业的竞争战略上可以扮演极其重要的角色，不管这种战略是成本领先、差异化或是二者的混合。Text1Purchasing4．Decisionsaboutwhetheraproducerofgoodsorserviceswillinsourceoroutsourcearealsocalledmake-or-buydecisions.有关一个生产者会自己生产或者外包其产品或服务的决策也称为生产或购买决策。Text1Purchasing5．Therefore,itisnecessarytocalculatecostsamongalternativesandconsideritsresourcesandopportunitycost.Finally,someotherstrategicissuesalsoneedtobetakenintoaccount.因此，有必要在不同的可选项之间，计算各自的成本，考虑其资源和机会成本。最后，一些其它的战略因素也需要考虑在内。Dialogue1WhatisPurchasing（Mr.Wang,thepurchasingmanagerinamultinationalcompany,istalkingwithMissLi,anewgraduateduniversitystudent.）Li：Goodmorning,Mr.Wang.Mymajorismarketing,soIknowlittleaboutpurchasing.Couldyoutellmemoreaboutit?Wang：Ok.Purchasingisanimportantfunctionforfirmsandevennon-profitorganizations.Itisjustasimportantasmarketing,anditrequiresalotoftacticsandrichexperience.Dialogue1WhatisPurchasingLi：Really?Ithoughtpurchasingwassimplytobuysomethingyouneed,anditwillbeeasiertodo.Wang：Infact,purchasingconsistsofmanytasks,forexample,toidentifytheinternalneeds,findthesuitablesuppliers,negotiatecontract,andmakesurewhatyoupurchasewillbedeliveredontime.Li：MayIsaythatcostcontrolisthemostimportantforyou?Dialogue1WhatisPurchasingWang：Yes.Price,togetherwithqualityanddeliveryarethemostobviousandimportantfactorsforpurchasingmanagerstoconsider.Li：Arethereanyotherthingsrelatedtopurchasing?Wang：Yes.Suchasmake-or-buydecision,suppliertechnology,andhowpurchasingcansupportthefirm’scompetitivestrategy.Li：Well,Iknowsomeofthem.Buthowcanpurchasingsupportafirm’scompetitivestrategy?Dialogue1WhatisPurchasingWang：Youknow,themovementtowardglobalsourcing,rapidchangesintechnology,andincreasedcompetitionrequirepurchasingtoassumemoreresponsibilityintheplanningandimplementationofstrategiestosupportcorporatestrategy.Li：Itsoundsreasonable.Wang：Nowconsiderablefocusisplacedonensuringsupply,inventoryminimization,qualityimprovement,supplierdevelopment,andthelowesttotalcostofownership.Dialogue1WhatisPurchasingLi：Exactly,alloftheseareconnectedwithpurchasing.Wang：Thatmeansgoodpurchasingcanmakethecorporatemoreprofitable.Li：Iknowmuchaboutpurchasingnow.Sowhatisthecurrentsituationinmostfirms?Dialogue1WhatisPurchasingWang：Unfortunately,mostorganizationshavenotfullyunderstoodtheroleofpurchasing.Itisclearthattheattitudesoftopmanagementandpurchasingmanagersthemselvesmustchangebeforepurchasingplayingastrategicroleinorganizations.Li：Itmustbealongway.Wang：Yes.Besides,purchasingskillsalsoneedtobedeveloped.Dialogue1WhatisPurchasingLi：Definitely.Wang：Sohaveyougottheroughpictureofpurchasingnow?Li：Yes.NowIfullyunderstandwhatyousaid.Purchasingisreallyimportant.Wang：Wewelcomeyoutojointhepurchasingprofessioninthefuture.Li：Thankyoualot.Iwillconsideritseriously.Dialogue1WhatisPurchasingNewWordsandPhrasesmajorn.专业，主修方向functionn.功能tacticsn.战术，策略identifyv.确定negotiatev.商议，谈判assumev.承担reasonableadj.有道理的Dialogue1WhatisPurchasingrolen.任务，角色managementn.管理roughadj.大致的professionn.职业，专业non-profit非盈利的consistof由……组成make-or-buy生产或购买competitivestrategy竞争策略Dialogue1WhatisPurchasingNotes1．Purchasingisanimportantfunctionforfirmsandevennon-profitorganizations.采购是企业甚至非盈利组织的一个重要功能。Dialogue1WhatisPurchasing2．Suchasmake-or-buydecision,suppliertechnology,andhowpurchasingcansupportthefirm’scompetitivestrategy.比如：生产或购买的决策，供应商的技术，以及采购如何支持企业的竞争策略。3．thelowesttotalcostofownership.不仅包括购买价格，而是包括诸如服务维修费用在内的所有购得成本最低。Dialogue1WhatisPurchasing4．Unfortunately,mostorganizationshavenotfullyunderstoodtheroleofpurchasing.Itisclearthattheattitudesoftopmanagementandpurchasingmanagersthemselvesmustchangebeforepurchasingplayingastrategicroleinorganizations.遗憾的是，大多数组织还没有完全理解采购的功能。只有高层管理者以及采购经理的态度发生改变，采购才可能在组织中发挥战略作用。Dialogue1WhatisPurchasingTips：1．Hi,thisis…speaking.2．IsthereanythingIcandoforyou?3．Ineedsome…4．Thereisagreatneedof…5．I’minurgentneedof…6．Whatelsedoyouneed?7．I’mnotsureifyouhave…8．HowsooncanIgetit?9．I’mafraidyouhavetowaituntil…10．Sorry,wedon’thavethegoodsyouneedrightnow,butwecan…Exercise按订单生产make-to-______供应商管理库存_______managedinventory已订购的on_____战略性采购_______procurement处理订单_____withorder成本价_____price优惠价_________price物价指数price_______ExerciseWithouteffectivepurchasingpractices,operationsinafirmmaybedisrupted,customerservicelevelsmayfall,andlong-termcustomerrelationshipmaybedamaged.

没有有效的采购方案，公司中的运作将会中断，顾客的服务将会下降，与长期客户的关系也会破坏。2.Identifyingtherightproductionequipmentandbuyingitatagoodpricecancreatecompetitivecostadvantagesthatlastformanyyears.

辨别商品设备的性质和购买价格合理的产品能够在成本优势上取得延续几年的强有力的竞争力。Exercise3.JITstrategyisespeciallyadvantageouswhenpricearedropping,thus,avoidingbuyinggreaterquantitiesnowwhendelaybuyingcanyieldlowerprices.当价格下降的时候，JIT战略特别有好处。因此，避免购买更大数量的同时，延期购买能使价格更低。4.Theemergenceofthesupplychainmanagementconcepthasenlightenedmanymanagersaboutthestrategicroleplayedbypurchasing.供应链管理这个概念的出现使许多经理人受到启发，他们开始认识到采购这个环节所起的战略性的作用。Text2PurchasingProcessThepurchasingprocessusuallyconsistsofsixstages：IdentifyuserneedforproductandserviceEvaluatepotentialsuppliersSupplierselectionPurchaseapprovalReleaseandreceivepurchaserequirementsMeasuresuppliers’performanceText2PurchasingProcessHowever,thesestagesmayvaryindifferentorganizations,dependingonwhetherpurchasingistobuyaneworrepeatitem,andalsowhetherthereisaapprovalprocessforpurchasesthatexceedaspecificamount.Newitemsrequirethatpurchasingspendmuchmoretimeevaluatingpotentialsources.Repeatitemsusuallyhaveapprovedsourcesalreadyavailable.Text2PurchasingProcess【Para1】IdentifyUserNeedforProductofService（确认产品的用户需求）Thepurchasingprocessbeginswithidentifyingmaterialsorservicesneededbyaninternaluser.Materialrequirementsmightincludeequipment,components,rawmaterials,orevencompletelyfinishedproducts.Examplesofservicecanbeaneedforcomputerprogrammers,transportationcarriers,ormaintenanceserviceproviders.Usersmayusedifferentwaystocommunicatewithpurchasing,suchasbyphone,word-of-mouth,orthroughtheinternalcomputernetworks.Text2PurchasingProcess【Para2】EvaluatePotentialSuppliers（评估潜在的供应商）Onceafirmidentifiespotentialitemstobepurchased,itmustgatherandevaluateinformationonpotentialsuppliers,andthisisthecaseparticularlyforanewpurchase.Alistofpotentialsupplierscanbegeneratedfromavarietyofresources,includingmarketrepresentatives,tradeshows,tradejournals,thecurrentsuppliers,andtheInternet.Text2PurchasingProcessAlthoughthetraditionalwaysarestillwidelyusedandhelpful,moreandmorefirmsareutilizingtheInternetasanaidtosearchbusinessopportunitiessinceitiseffective,efficientandinexpensive.Text2PurchasingProcess【Para3】SupplierSelection（选择供应商）Selectingsuppliersisoneofthemostimportantactivitiesperformedbycompanies,sincemistakesmadeduringthisstagecanbedamagingandlong-lasting.Whenpriceisamaincriteriaandtherequireditemorservicehasclearspecifications,competitivebiddingisthecommonlyusedmethod.Generallythelowestbidderreceivesthecontract;otherwise,thebuyermustexplainwhyitdidnotgetthecontract.However,whennon-pricevariablesexist,thenthebuyerandsellerusuallynegotiatedirectly.Finally,thepurchasingteamwillselectasupplierbasedonthebidsreceivedorthenegotiationresult,andthenmoveontothenextstage.Text2PurchasingProcess【Para4】PurchaseApproval（采购实施）Afterthesupplierisselected,purchasinggrantsanapprovaltopurchasetheproductorservice.Thisisaccomplishedthroughissuingapurchaseorder(PO),alsocalledapurchaseagreement.Thepurchaseorderwillspecifythedetailsagreedbythebuyerandseller,suchasquantity,price,deliverydate,methodordelivery,andsoon.Itshouldbenotedthatnowadaysmoreandmorefirmsareusingcomputerizeddatabasestoperformthesetasksandaremovingtoa“paperless”office.Text2PurchasingProcess【Para5】ReleaseandReceivePurchaseRequirements（发送和接收采购需求）Atthisstage,purchasingorotherfunctionalgroupsmustmonitortheprocesscarefully.Lotsofpotentialconflictsmayoccuratthisperiod,sincethesupplierandbuyeraretwoseparatedgroupsintraditionalsenseandtheirgoalsmaybeinconflict.Forexample,thesupplierwantstoproduceandshipinaneconomicsize,whilethebuyer’sgoalistominimizeinventoryandexpectsmallordersandshortleadtime.Text2PurchasingProcess【Para6】PerformanceMeasurements（业绩衡量）Suppliers’performanceiscriticaltoanorganization,andevaluationshouldbeconductedonacontinuousbasis.Asupplierthatperformswellcanhelporganizationsbemoreefficient,producehigherqualityproductsorservices,reducecosts,andincreaseprofits.However,veryfewcompanieshavedevelopedsystemstomeasuretheirsuppliers’performance.Text2PurchasingProcessNewWordsandPhrasesstagen.阶段，时期approvaln.

同意，批准exceedv.

超过maintenancen.维护particularlyadv.特别地，独特地journaln.

期刊utilizev.利用Text2PurchasingProcessaidn.帮助，辅助effectiveadj.有效的efficientadj.有效率的grantv.同意，准予accomplishv.完成，实现issuev.发布monitorv.监控conflictn.冲突conductv.实施，进行Text2PurchasingProcessdependingon决定于，视……而定finishedproduct成品word-of-mouth口头的tradeshow贸易展览long-lasting持续长时间的non-price非价格onacontinuousbasis持续地Text2PurchasingProcessNotes1．Thesestagesmayvaryindifferentorganizations,dependingonwhetherpurchasingistobuyaneworrepeatitem,andalsowhetherthereisaapprovalprocessforpurchasesthatexceedaspecificamount.在不同的组织中，这些阶段可能会有所不同，取决于是重复还是全新的采购，还有是否规定了超过一定限额的采购需要一个批准程序。Text2PurchasingProcess2．Materialrequirementsmightincludeequipment,components,rawmaterials,orevencompletelyfinishedproducts.物料需求可能包括设备，部件，原材料，甚至是完全的制成品。Text2PurchasingProcess3．Althoughthetraditionalwaysarestillwidelyusedandhelpful,moreandmorefirmsareutilizingtheInternetasanaidtosearchbusinessopportunitiessinceitiseffective,efficientandinexpensive.虽然传统的方法仍然广泛的使用，也很有帮助，但越来越多的组织逐渐使用互联网作为一个辅助来搜寻商业机会，因为它不但有效，而且效率高也不昂贵。Text2PurchasingProcess4．Finally,thepurchasingteamwillselectasupplierbasedonthebidsreceived,orthenegotiationresult,andthenmoveontothenextstage.最后，采购团队将根据收到的标书，或是谈判的结果来选定一个供应商，然后转向下一个阶段。Text2PurchasingProcess5．Itshouldbenotedthatnowadaysmoreandmorefirmsareusingcomputerizeddatabasestoperformthesetasksandaremovingtoa“paperless”office.应该注意到，今天越来越多的企业开始采用计算机数据库来完成这些工作，逐渐走向一个“无纸化”的办公。Text2PurchasingProcess6．Suppliers’performanceiscriticaltoanorganization,andevaluationshouldbeconductedonacontinuousbasis.供应商的表现对一个组织来说极为重要，因此评价应该经常地进行。Dialogue2OrderingEquipment（Mr.Li,thepurchasingofficerinaUniversityistalkingwithMissZhang,themarketingrepresentativeinanITcompany.）Zhang：Goodmorning.Mr.Li.Li：Hello.MissZhang.Zhang：WeknowthattheUniversitywillbuildanewcomputerlaboratory.Canyougivemesomedetailsaboutthat?Dialogue2OrderingEquipmentLi：Yes.Theprojectwillneedhundredsofcomputers,relevantsoftwareandaccessories.Zhang：That’sgreat.Howdoyoudothat?Li：Bidding.Companiesshouldprovidedocumentsforinitialevaluation,suchasacopyoffinancialaccountsforthepreviousthreeyears,etc.Zhang：Isee.Dialogue2OrderingEquipmentLi：Allresponseswillbefullyevaluatedaccordingtotheagreedcriteria,includingprice,lead-time,qualityandsuitabilityofequipment,reputationofsupplier,etc.Zhang：Ok.Thatmustincludemanydocumentsandtables.Li：Yes.Youcangetthatinouroffice,ordownloadfromourwebsite.Zhang：Great.MayIaskthepaymentterms?Dialogue2OrderingEquipmentLi：Paymentwillbewithin45daysofreceiptofinvoiceandgoods,butduringthisperiodinstallationandprovisionoftrainingmustbefinished.Zhang：Ok.Whenshouldwesubmitthetenderdocument?Li：Nolaterthan12:00a.m.on21July.Andyoumaysendittotheaddressontheinvitationinasealedenvelope.Dialogue2OrderingEquipmentZhang：Thatwillbenoproblemforus.Li：Pleasenotethatoneprintedcopyofthetenderdocumentmustbesubmitted,togetherwithanelectronicone.Zhang：Allright.Li：Youcanprovidecompaniesororganizations,whichhavepreviouslypurchasedthesameequipmentfromyouasareference.Dialogue2OrderingEquipmentZhang：Thatisfineforus.Wehavesoldthesimilarproductstoseveraluniversitiesinthepastfewyears.Li：Universitycontractsoffercompaniesamarketingadvantage,asthoseprovidethemashowcasetothestudents,whoarepotentialbuyersinthefuture.Zhang：Thatdepends.Itmayormaynotwork.Li：Anyway,PleaseconsiderthisandtheUniversitylooksforwardtoreceivingasubstantialeducationaldiscount.Dialogue2OrderingEquipmentZhang：Ok.Iwilltalkthistomyboss.Li：Formoredetails,youcanseefromthedocuments.Zhang：Thankyouverymuch.Wewillworkonitandsubmititontime.Li：Welookforwardtoseeingitsoon.Seeyou.Zhang：Seeyousoon.Dialogue2OrderingEquipmentNewWordsandPhrasesaccessoryn.零件，附件biddingn.

招标evaluationn.

评价criterian.标准receiptn.

收到，收据invoicen.商业发票installationn.安装Dialogue2OrderingEquipmentenvelopen.信封，信袋referencen.参考，证明showcasen.展示substantialadj.真实的discountn.折扣financialaccount财务报告tenderdocument标书Dialogue2OrderingEquipmentNotes1．Theprojectwillneedhundredsofcomputers,relevantsoftwareandaccessories.该项目需要几百台电脑，以及相关的软件和零配件。Dialogue2OrderingEquipment2．Paymentwillbewithin45daysofreceiptofinvoiceandgoods,butduringthisperiodinstallationandprovisionoftrainingmustbefinished.在收到货物和发票之后的45天内我们会付款，但在此期间安装培训必须完成。Dialogue2OrderingEquipment3．Pleasenotethatoneprintedcopyofthetenderdocumentmustbesubmitted,togetherwithanelectronicone.请注意需要上交一份打印的标书，还有一份电子版的。Dialogue2OrderingEquipment4．Universitycontractsoffercompaniesamarketingadvantage,asthoseprovidethemashowcasetothestudents,whoarepotentialbuyersinthefuture.大学的合同给公司提供了营销的优势，因为它们提供了一个向学生展示的平台，而这些学生都是将来的潜在购买者。Dialogue2OrderingEquipment5．PleaseconsiderthisandtheUniversitylooksforwardtoreceivingasubstantialeducationaldiscount.请考虑这一点，而且学校期待着实实在在的教育折扣。Exercise1.对许多公司来说，购买货物和服务是物流成本要素之一。Purchasedgoodsandservicesareoneofthelogisticselementsofcostsformanyfirms.2.对于大多数组织来说，供应管理就意味着采购。Formostorganizations,supplymanagementmeanspurchasing.Exercise3.节省成本最有效的方法之一就是有效的采购。Themosteffectivefactortosavethecostistoperformanefficientpurchasing.4.在生产过程中，直接劳动力的平均消耗大约只占10%。Theaverageexpenseofdirectlaborinthemanufacturingprocessaccountsforonlyabout10%.ExerciseCaseStudy1:如何处理订单Smith:我买了一个专门向建筑市场卖钉子的店铺，但是我确实不知道我应该多久下一次订单和每次订多少货物。David：那肯定会是一件非常复杂的事情，我想这是因为钉子有很多种型号的原因。Smith：幸运的是我只卖一个型号的钉子。David：那事情就容易多了，但是还是有很多其他的因素决定着这件事。Smith：例如呢？David：市场、税款等一些不确定的因素。Smith：依照过去的记录的话，每年都是一年进一次货物，一年卖出。每年钉子的容量是2000公斤，并且他们是每年均匀的卖给零售商的。ExerciseDavid：这看起来是很简单的问题啊，那你主要关心的是什么呢？Smith：就目前来看，只有两个成本我会关心。一个是营运过程中的成本，另一个就是仓储的成本。David：那每个订单的运营成本大概是多少？Smith：每个订单是60元。David：那仓储的成本呢？Smith：每千克每年1元。David：好的，这是一个典型的仓储管理的问题。你可以参考下面的表来解决你的问题。Smith：好的，谢谢。ExerciseCaseStudy2