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

This programme can run as an online or classroom training (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.