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Course Overview To maximise performance, it is improtant for sales professionals to understand the financial impllications of their decisions. This practical course provides sales professionals wiht an introduction to the financial skills required to forecast accurately, negotiate profitably and manage targets effectively. Audience Sales professionals who wish to understand the way in which financial awareness can improve the profitability of their sales and help them better understand client requirements. Skills Gained - An introduction to the key financial accounts
- An understanding of how sales figures impact on the whole business
- The ability to use financial understanding to make more profitable decisions
- Improved sales performance and profitability
- Meaningful sales reporting
Course Outline - Financial analysis: balance sheets, profit and loss, cash flow statement; basic accounting principles; ratio analysis; profitability and liquidity; gearing
- Adapting financial knowledge into the sales strategy
- Planning sales in line with business objectives
- Sales forecasting: understanding the rold of forecasting; practical forecasting techniques
- Probability of sale analysis
- Making discounts work for your business: the impact of discounting on profitability; hidden discounts as added value
- Sales performance: how to track and measure performance
- Prfit and volume strategies
- Negotiating for success: financial implications of negotiation; managing negotiation to improve profitability
- Presenting persuasive financial proposals; identify your client's needs and what part you will play in achieving their objectives
- Maintaining a healthy business pipeline
- Reporting meaningful figures
- Avoiding common pitfalls
How to make a booking for the FFS course
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