Course objective

• Establish what your customers are trying to achieve with their business and how their 'return on investment' is achieved
• Assess how your decisions and actions affect your company's profitability  using case studies and practical exercises
•   Interpret company accounts and use financial measures selectively and knowledgeably to reveal the financial health and pressure points that a client is under before you make your sales call
• Evaluate the impact of pricing – the factors that affect the pricing decision and when to employ different strategies in different markets
• Present a persuasive financial case – targeting their known 'hot issues' and geared to achieving their objectives
• Assess the costs and revenues which are relevant to your decision-making and those which are not

Who Can Benefit?

• Sales professionals who wish to gain control over the financial implications of the selling process and better understand the financial workings of business. As they progress through their careers in sales and sales management they will inevitably be more exposed to financial decision making.

Course outlines.

•  Understanding the financial structure of businesses
  • Profit and return on investment
  • Fixed and working capital
  • Financial objectives
• Different forms of business and what we need to know about them
  • Limited companies, partnerships, public and
  • private companies, sole traders
  •  What is the difference and does it matter?
• Basic financial statements
  • What financial information is needed to run a business?
  • What do the statements mean?
  • How to measure cash flow
• Private company accounts – Mars Ltd
  • What information is available to you?
  •  How to interpret it usefully
• Public company information – Tesco Plc
  • The information public companies have to reveal
  • How this helps salespeople who deal with them
• Analyzing accounts and finding the 'hot buttons
  • The financial ratios which reveal performance and trends in the business
  • What they mean
• Strategic business planning
  • How top managers plan for the future of their businesses?
  • How to become a 'business partner' for them
•   Sales forecasting
  • The forecasting process
  • Techniques of forecasting
• Understanding your costs
  • Fixed, variable and mixed costs and how they
  • Behave when sales volumes change
  • The importance of 'contribution
•   The structure of a business' costs
  •  Some businesses have high fixed costs and  some low – what does this mean?
  • How do I find the break-even point of the Business in sales?
•  Costing case study – 'what if' decisions
  •  A number of 'what if' decisions are to be made
  • How do we approach them and calculate the bottom line impacts?
•  Pricing
  • The economics accounting and marketing  Approaches to pricing are very different and all  Have something to contribute to price setting
  •  Are they relevant to sales negotiation and how do we get the best out of all of them?
•  Financial aspects of negotiation
  • Understanding financial variables
  • Cost versus value of variable
  • Negotiating the best package for your company
•  Practical case study – putting it all together
  •  A very complex negotiation is about to take place
  • Your FD has prepared a spreadsheet which
  •  Takes all variables into account
  • Checking the impact of various suggestions

Call Us Now