(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