This programme can run as an online or classroom training
(Available also for Customised Training by Duration, Venue & Fee)
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.
Learn the Language of Basic Accounts
• Cash flow
• 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
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
Implications of Variable Costs
• Limiting costs
• Gross margin
• Trade margins for channel partners
• Profit margin
Field Competitive Challenges
• Price competition
• Non price competition
• Marginal analysis for sales management
Management of Accounts Receivable