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Course Aim

To enable salespeople to understand how the finance function works and how finance and sales need to work together to ensure the organisation produces profitable sales.

Delegates attending the programme will learn the importance of cash flow and profitability to the organisation and their role in making sure they identify and sell to customers with a secure financial profile.

Course Objectives

By the end of this course delegates will be able to:

• List the basic finance concepts
• Identify and explain whether a customer is a good credit risk
• Describe how discounting can affect profitability
• Analyse and describe competitors financial information
• Detail key performance indicators

Course content includes:

• Why profitability is important
• How we check if a new customer is a good credit risk
• The cost of getting it wrong
• How discounts destroy profits
• What is cash flow and why should I care?
• How to prevent bad debts
• How to chase up overdue accounts
• How finance can help sales
• Important finance concepts
• Analysing competitor information
• Key performance indicators
• Why negotiation is important

Optional

The trainer can personalise the course to include specific in-house management information produced by the client.

How the course works

The course is highly participative. It doesn't try to turn sales people into accountants but aims to ensure that an understanding of accounting principles will result in positive changes in behaviour, which will have impact on cashflow and profitability.

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