供应商选择：Weber提出的五大步骤.docx

供应商选择：Weber提出的五大步骤供应商的选择始于组织的内部需求，是一个“持续改进”的循环过程Supplier management pursues [ ] 追 求 keeping existing suppliers happy. Businesses are very dependent upon suppliers and the upstream suppliers control or at least influence the quality and quantity of goods that a firm receives.Selecting vendors is a procedure that involves stating one's needs and then determining how well various potential suppliers can fulfill them. Some form of weighting is used and applied to all qualified firmsbidding for business. 挑选供应商是一个过程，包括陈述自己的需求并确 定各供应商能在多大程度上对此需求予以满足。

所有优质公司在商务出价时都采用某种衡量方式Following are the factors that most vendors consider to be important:(1) Delivery(2) Facilities and capacity(3) Geographic location(4) Performance history(5) Price(6) Quality(7) Technical capability(8) Warranties and claim policiesFive stage vendor selection processWeber, Current, and Desai suggest a five-stage vendor selection process.Step 1: Scanning environmentLooks at 考虑, 着眼于 both the internal and external environment within which the decision is to be made.Internally, who are the stakeholders, where is the product needed, and in what quantity and quality?The external environment would be legal and regulatory frameworks 【regulatory frameworks 规章制度】 controlling the purchase and the marketplace within which the potential suppliers operate. Are there institutional ［養兴冒♦©肯茸■茸•］制度上 的 impediments ［兴O骨□此2兴O菇■♦］障碍【Synonym: obstacle】that will limi t the buyer's ability to access ［酗爲♦此.the supplier'sresources?Step 2: the purchasing party lists and considers all of the available optionsBecause many potential suppliers 潜在供应商 can be found on the Internet, an extremely large number of possibilities exist. Certain types of computer programs might be useful here to narrow and better focus the choices.Step 3: involves the actual evaluation and comparison of options.Often, so many various are possible that one must rely on computers to perform portions of the evaluation. Humans must take the computer evaluations, give them their appropriate weight, and decide which vendors they would like to select.Step 4: negotiationFace-to-face meetings are held with representatives ［養□此□□兴冒涯此■♦笔♦兴心］ 代表 of those potential vendors 潜在供应商 who ranked the highest in the step 3 evaluations.Part of the negotiations focus on areas where the vendo rdid not score highly, say, in making deliveries in a punctual manner.Tentative prices 暂定价格 and other terms are decided, and both partiessize up 估计...的大小, ＜口＞ 品评 each other to determine how long a contractual agreement 合同 they wishto enter.Step 5: forming a partnership.Ideally, both parties see and seek 理解并寻求 the advantage of a long-term relationship. At the same time, the parties must consider their own core competencies and ponder ［冒□劭茸］沉思，考虑 whether to surrender of those as they enter into contractual ［爲茸■骨♦□廖爲♦茸•］契约的agreements.。