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Finance for Sales Professionals

A 2 day interactive training course

Salespeople need to have an understanding of basic finance in order to better deal with their customers. Understanding EBIT, ROCE, and other financial principles and terms can help them better relate to finance people at the customer site as well as internally in their own organization. This course provides a general overview of the financial elements that salespeople working on complex deals should be conversant with.


Interactive workshop style seminar, with a focus on best practice, discussions and case studies..

Knowledge pre-requisites

None required.

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The course is delivered in 18 sessions which are outlined below

Session 1: Basic Principles of Financial Management

  • The Purposes of Financial Management
  • Financial statements
  • Basic forecasting tools
  • Using forecasting tools to allocate cash
  • Managing financial risk in business
  • Types of financial risk and examples
  • Different types of return investment risk
  • The Time Value of Money
  • Effects of depreciation expense on financial performance
  • Basic factors to consider when making a buy-lease decision

Case study and discussion

Session 2: Basics of Budgeting

  • Budget Preparation Activities
  • Budgeting process in business
  • Different budget approaches Preparing a departmental budget
  • Budget components and examples
  • Forecasting revenue and expense
  • Forecasting profit or loss
  • Monitoring adherence to Budgets
  • Addressing revenue variances

Case study and discussion

Session 3: Why does this matter to me?

  • The client’s perspective
  • Funding challenges
  • Calculating returns
  • Optimising funding methods
  • Pricing products to suit the client
  • Discounts or time to pay
  • Funding horizon
  • Matching funding to cash flows

Case study and discussion

Session 4: Managing Cash Flows

  • Why is this vital
  • Optimizing Cash Flows
  • Cash management strategies
  • Techniques for prompt cash collection
  • Credit policy
  • Techniques used to delay cash outflow
  • Reducing Costs - cost-reduction programs
  • Overhead costs


Case study and discussion

Session 5: Understanding Financial Statements

  • How much do I need to know
  • The Balance Sheet
  • Assets that appear on a balance sheet
  • Liabilities reported on a balance sheet
  • Income and Cash Flow Statements
  • Calculating gross profit on an income statement
  • Calculating a simple cash flow
  • Basic Financial Ratios
  • Calculating return on equity, return on sales, and gross margin

Case study and discussion

Session 6: Financial Modeling & Planning

  • Who does this
  • Financial modeling ­ the basics
  • Excel
  • Investment appraisals
  • Forecasting
  • Business planning
  • Project finance
  • Leveraged finance

Case study and discussion

Session 7: The Leveraged/Syndicated Loan Market & Project finance

  • What does this mean
  • Market status
  • Supply & Demand
  • Institutional Investors
  • Current Summary

Case study and discussion

Session 8: High Yield Bonds & Corporate Bonds

  • Market overview
  • Use and appropriateness
  • Versatile Asset Class
  • European Market
  • Latest developments

Case study and discussion

Session 9: Creating and Analyzing an Operating Budget

  • Why is this important
  • Creating an Operating Budget
  • Examples of different types of cash flow activities
  • Calculating projected revenue
  • Top-down and bottom-up budgeting approaches
  • Key components of an operating budget
  • Business Profitability
  • Fixed and variable costs
  • The break-even revenue point

Case study and discussion

Session 10: The Ins and Outs of Capital Budgeting

  • Asset Management
  • Capital budget components
  • Balancing a capital budget
  • Identifying the current assets of an organization
  • Factors that influence the decision to acquire a fixed asset
  • Basic capital budgeting tools to determine return on investments (ROI)
  • Calculating the time value of given investments
  • Employing the payback period method to evaluate an investment opportunity

Case study and discussion

Session 11: Risks

  • What are the most common risks
  • Conducting risk workshops
  • Risk assessment during development
  • Risk measurement
  • Risk protection
  • Risk transfer

Case study and discussion

Session 12: Funding

  • Cashflows before, during and after
  • Equity or quasi equity investment
  • Debt versus equity
  • Co-funding & contingent agreements
  • Covering funding shortfalls
  • Appropriate debt structure and terms
  • Managing exposure  and maximising security
  • Dealing with problems
  • When to cut losses

Case study and discussion

Session 13: Overview of Management Accounting

  • Why is this also a vital tool
  • Fundamentals
  • Benefits
  • What is the best accounting information system for an organization
  • Cost Accounting Concept
  • Examples of costs and their appropriate classifications
  • Specified costs and their functions
  • Elements of a just-in-time (JIT) management system

Case study ans discussion

Session 14: Managerial Decisions and Capital Budgeting

  • Decision Making
  • Using specific accounting results to make managerial decisions
  • Basic make or buy analysis
  • the scrap or rework decision
  • Capital Budgeting
  • Evaluating capital investments using payback period
  • Matching various investments with net cash flow
  • The accounting rate of return
  • Capital Budgeting Using Time Value of Money
  • Determining whether an investment is acceptable, based on internal rate of return

Case study and discussion

Session 15: Sources of Funding

  • Methods of obtaining finance
  • Decision Making
  • Types of equity/debt
  • Capital markets
  • Bond issues and securitisation

Case study and discussion

Session 16: The Seller’s Perspective

  • Key pricing issues
  • Key figures in the profit calculations
  • Ratio analysis and its limitations
  • Financial covenants
  • Country & Political risks

Case study and discussion

Session 17: The Buyer’s Perspective

  • Key pricing issues
  • Key figures in the profit calculations
  • Evaluating the investment decision
  • Factors influencing cashflows
  • The cost of capital
  • Lease, rent or buy?

Case study and discussion

Session 18: Open forum



Session 5: Basel and Islamic Finance

Case Study: What are the key issues faced by Islamic institutions in implementing the Basel Accord?  How can these be overcome?

About Us

Learning through action - every program we deliver is highly practical and addresses real live issues.  We use simulations, exercises and case studies and all our methods are based on the latest neuroscience and positive psychology research findings.  Everything we deliver and challenge our participants to think about leads back to one simple question ­ “what am I going to do differently back at work and how?”.

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Nye Creek, New Road
Keyhaven, Lymington
Hampshire SO41 0TN
United Kingdom

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