Meeting With Vendors

Meeting With Vendors

by Adesti Komalasari

​Delivered to Multicrane Perkasa for capacity development program

LET'S ANSWER SOME OF THESE QUESTIONS

Give your honest answer and opinion

Open Ended

Type a question you have regarding this picture (any question will be accepted) (^^,)

Open Ended

Type a question you have regarding this picture (any question will be accepted) (^^,)

Open Ended

What are the things that impress you the most? (Mention three things)

Poll

When you want to impress new people, which one would you like to consider the most?

• Look (I'd like the idea of "dress to impress")

• Non Verbal Communication (I will smile a lot, have eye contacts, firm shake hand, and proper postures and hand gestures)

• Verbal Communication

  (I will use my loud voice and sophisticated words when talking to people)

• Hospitality (buy them lunch/dinner, drive them home/give presents)

Poll

When you have a sales or business meeting, which one would you like to consider the most?

• Look (I'd like the idea of "dress to impress")

• Non Verbal Communication (I will smile a lot, have eye contacts, firm shake hand, and proper postures and hand gestures)

• Verbal Communication

  (I will use my loud voice and sophisticated words when talking to people)

• Hospitality (buy them lunch/dinner, drive them home/give presents)

​Meeting with Vendors entails two things

1. Getting Information​

2. ​Negotiation

Getting Information need questioning skills​

In this meeting, we are:

1. asking about past experience,

2. asking leading questions, and

3. confirming information,

PRACTICE 01 - MAKING QUESTIONS

Let us practice making simple form of questions before we go through the expressions in "Meeting with Vendor"

YES/NO QUESTIONS

​Question: Does he get that big tenure?

​Statement: Yes. He gets that big tenure

​

Question: Will the guests arrive tomorrow?​

Statement: No, the guests will not arrive tomorrow.

Question: Is he writing a resignation letter?

​​Statement: No, he is not writing a resignation letter.

​

​Question: Did our boss just fire some of our colleagues?

​Statement: Yes. Our boss just fired some of our colleagues.

QUESTIONS WITH INFORMATION

​Question: Where did you buy this stationery?

Statement: I bought this stationery at Gramedia.

​

​Question: Why did you not go to office today?​

​Statement: I felt really sick earlier today

Question: Is he writing a resignation letter?

​Statement: He is writing a resignation letter.

​

Question: Did our boss just fire some of our colleagues?

​Statement: Our boss just fired some of our colleagues.

Let's answer these questions

​

Multiple Choice

Yes, Peter wants to become an engineer.

• Does Peter want to become an engineer?

• What does Peter want to become?

Multiple Choice

Yes, Lara has worked very hard for this client.

• Has Lara worked very hard for them?

• How has Lara been with the clients?

Multiple Choice

No, We haven't received a pay raise this year.

• Have we received a pay raise this year?​

• Why haven't we received a pay raise this year?

Multiple Choice

Laura knows how to serve her customers effectively and efficiently.

• How does Laura get along well with the clients?

• Does Laura get along well with the clients?

Multiple Choice

You will have to use my steps to correct this problem.

• What will I have to do to correct this problem?

• Will I have to do that to correct this problem?

Multiple Choice

Linda has helped me finish the report and financial statement last week.

• Who has helped you write the report?

• Did you get any help to finish the report and financial statement?

​Form a question to ask the underlined information.

Open Ended

Anne likes her new job very much.

Open Ended

Mr Johnson has been working in sales for 10 years.

Open Ended

Sarah had to stop at the entrance gate because of a security check.

Open Ended

They heard a terrifying noise on the 11th office floor. 

Open Ended

I stayed up until twelve to finish this presentation.

PRACTICE 02 - LISTENING​

​Before we listen to a dialogue, let's have some vocabulary quiz.

​Choose one correct definition of the given English word

Multiple Choice

to tailor (verb/kata kerja)

• menjahit

• penjahit

• menyesuaikan

• membuat pakaian

Multiple Choice

to throw around

• membuang sekitar

• membuang keliling

• mengucap kata/kalimat sembarangan

• melempar sekitar

Multiple Choice

to see where somebody is coming from

• melihat darimana asal seseorang

• melihat darimana asal mula orang tersebut

• melihat asal mula pemikiran tersebut

• melihat orang tersebut datang dari mana

Multiple Choice

to a certain extent

• dalam jarak tempuh tertentu

• dalam luas yang pasti

• dalam batasan/cakupan tertentu

• dalam hal-hal diluar jangkauan

Multiple Choice

to walk someone through something

• membantu seseorang menemukan sesuatu

• menuntun seseorang di jalan

• memandu seseorang untuk melalui proses

• memimpin seseorang mengerjakan sesuatu

Let's listen to a dialogue between Steve and Karen​

​Find out:

1. ​What are Steve’s biggest concerns in this meeting?

2. Why does Karen say that each company is unique?

Multiple Choice

What are Steve’s biggest concerns in this meeting?

• Whether the tailored course can develop specific scenarios for his business or not.

• Whether Karen has done work like this in a long time or just recently.

• Whether Lexis Training Solutions has a good reputation or not.

Multiple Choice

Why does Karen say that each company is unique?

• Because each company has their own organizational values

• Because they’re working in the same markets

• Because that is their key market segment.

​

​

LET'S TAKE A LOOK AT STEVE'S QUESTIONS​

​Steve's Questions

• ​​Could you give me a bit more detail? What would a tailored course look like in our case?

• What exactlyare you going to tailor? Are you going to sit down with us and develop specific scenarios for our business?

• Do all of your clients choose to have tailored courses? Or is this something that you guys are pretty new at?

• And you’ve done this for companies in our industry before, right?

• Do these customized solutions share any similarities among different companies?

​SOME SIGNPOSTING FOR PROBING QUESTIONS

​​SOME SIGNPOSTING FOR PROBING QUESTIONS

1. ​Correct me if I’m wrong, but your company was only established 12-months ago?

2. Is it true that Marlin Systems has had you on contract for three years?

3. So, this is the final price you’re showing me here, isn’t it?

4. As I understand it, you subcontract a lot of work out to Indian developers. Am I correct?

​TAG QUESTIONS

​In Indonesian: "kan?"

Example:

So, this is the final price you’re showing me here, isn’t it?

​You can handle this problem, can't you?

​Our boss did not just fire people, did he?

​LET'S PRACTICE MAKING TAG QUESTIONS

Open Ended

Your facilities are located in Ohio, ___?

Open Ended

The G1000 is your best-selling product, ___?

Open Ended

You currently don’t have any customers in Asia, ___?

Open Ended

Your technicians have done extensive training, ___?

Open Ended

You can have the project completed by March, ___?

Open Ended

This proposal includes several different price structures, ___?

​Let's Practice Probing Questions based on the following statements

1. ​We will check in with you to make sure everything is working okay.

2. Our trainers can come in and spend 12 hours with your employees over 4 weeks.

3. We will get a good idea of your needs before beginning development.

4. We have a network guy who can come and set things up for you right away.

5. Once you give us the layout and copy, it shouldn’t take too long to build your website.

Open Ended

We will check in with you to make sure everything is working okay.

Open Ended

Our trainers can come in and spend 12 hours with your employees over 4 weeks.

Open Ended

We will get a good idea of your needs before beginning development.

Open Ended

We have a network guy who can come and set things up for you right away.

Open Ended

Once you give us the layout and copy, it shouldn’t take too long to build your website.