Practical business knowledge for sales

Basics

• Business management contexts.
• Importance for your own sales work.
• Sales-oriented application of relevant business figures.

Consideration of your own and the customer's company

• The initial economic situation. Balance sheet. Profit and loss account.
• Market size, development and growth.
• Market, company and performance-related indicators: Market and sales volume, profit, cash flow, ROI, productivity, break-even.
• Significance of the parameters.
• What information can be found where: Balance sheet and income statement.
• Company check.

Customer value and development potential

• Importance of customer value analysis.
• Analysis tools: ABC analysis, customer contribution margin calculation, customer lifetime value, etc.

Optimal calculation

• Pricing policy and its significance for corporate success.
• Impact of pricing strategy on profit and return.
• Calculation methods and effects on price/profit.
• Control variables in sales, e.g. contribution margin accounting.
• Lower price limit. Break-even point.
• Total cost of ownership.

Plan discounts and conditions

• Price change and discount risks.
• Impact on earnings.
• Sales-relevant key figures.

Making sound business arguments in sales talks

• Create customer benefits, argue confidently in sales talks.
• Price-performance argumentation.
• Key figures on delivery capability and process quality: cash-to-cash-cycle-time, delivery time and reliability.

Manage existing and new customers professionally

• New customer and customer satisfaction management.
• Significance, parameters and indicators.