Financial Aspects of the Sales and Marketing Process - Finance for Sales and Marketing Professionals

• 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 CONTENT

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

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

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.

FOR WHOM:

Sales analyst, account managers, sales managers, marketing professionals and others who perform related functions.

TRAINING METHODOLOGY

The training methodology combines lectures, discussions, group exercises and illustrations. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and as a result participant will go back to the workplace with both the ability and the confidence to apply the techniques learned to their duties.

This course is available in the following locations:
Nigeria - $5000
Rwanda - $7000
UK - $8000
USA - $8000