(Available also for Customised Training by Duration, Venue & Fee)
Objectives
Learn the relevant language of basic accounts.
Learn about the financial cause-and-effect of a sale.
Learn how to make sales more profitable.
Learn about product pricing.
Learn about credit policies.
Learn the implications of discount structure.
Course Contents
DAY ONE
Learn the Language of Basic Accounts
• Margins/profit
• Loss
• Cash flow
• Liquidity
• Break-even analysis
• Contribution analysis
• Time value of money
Developing Sales Forecasts
Common Conflicts between Sales and Finance Departments.
Financial Cause-and-Effect of a Sale
• Credit policies
• Discount structure
• Efficient invoicing
DAY TWO
Your Product Pricing
• Pricing Power Matrix
• Pricing an expandable product/service
• Pricing a staple product/service
Cost of Goods Sold
Implications of Business Capital
• shareholders funds
• borrowed funds
Implications of Fixed Costs
• advertising spend
• sales promotion
• rents and rates
• administrative costs
• salaries.
Implications of Variable Costs
• production
• distribution
• discounts
• commissions.
DAY THREE
Earning Profits
• limiting costs
• gross margin
• trade margins for channel partners
• profit margin
Field Competitive Challenges
• price competition
• non price competition
Demand Fluctuations
• marginal analysis for sales management
Management of Accounts Receivable
Uncollectible Debts.
