BASIC KNOWLEDGE OF FINANCE FOR SALES & MARKETING PROFESSIONALS - FINANCIAL ASPECTS OF THE SALES & MARKETING PROCESS

Live-Online Training: N 135,000
Classroom Training: N 165,000
3 - 4 participants: 5% discount
5 or more participants: 10% discount 

(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 marketing and 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

• The Language of Basic Accounts

• • Margins/profit
  • Loss
  • Cash flow
  • Liquidity
  • Break-Even Analysis
  • Contribution Analysis
  • Time value of money

• Developing Short-term and Long-term Forecasts
• Common conflicts between sales and finance departments

Financial Cause-and-Effect of a Sale

• Credit policies that meet customer demands
• 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 supports
  • Sales promotion
  • Rents and rates
  • Administrative
  • Salaries

• Implications of Variable Costs

• • Production 
  • Distribution
  •  Discounts
  •  Commissions

DAY THREE

• Earning Profits

• • Limiting costs
  • Gross margin
  • Trade margins for company and channel partners
  • Profit margin

• Field Competitive Challenges

• • Price competition
  • Non price competition

• Demand Fluctuations

• • Marginal analysis for sales management

• Management of accounts receivable 
• Uncollectible debt.