PURPOSE    1. To help salespeople understand how their customers and clients     think financially when making buying decisions, and the jargon that      they use. 2. To equip salespeople to be able to talk in financial terms to their      customers and clients.   DURATION    Two days (two and a half if an additional module on leasing is required)     LOCATION    Chosen by the customer     OUTCOMES    By the end of this course participants should (a) understand how their customers and clients think financially when making buying decisions, and (b) be equipped to be able to talk in financial terms to their customers and clients. In particular they should be able to: ·                     describe the fundamental concepts and jargon of finance, and how their product or service can add value to their client's business; ·                     explain in some detail the information conveyed by the primary accounting documents - the balance sheet, profit and loss account and cash flow statement, with reference (if wished) to the Accounts of their own organization or those of a client; ·                     demonstrate at a simple level how sales-relevant information on the financial state and performance of a business may be revealed using ratio analysis; ·                     explain the fundamental principles of cost/benefit analysis, and how to present a financial case; ·                     construct a cost/benefit financial case from given data; ·                     describe and give simple examples of the main methods that customers and clients use to evaluate cost/benefit cases financially, including payback, net present value (NPV), internal rate of return (IRR), return on investment (ROI) and shareholder value added (SVA).                                       CONTENTS   ·                    Assets and liabilities; the balance sheet; ·                    Expenses and revenues; the profit and loss account; ·                   Cash flow; the cash flow statement; ·                   Published Accounts; ·                   Ratio analysis - profitability, activity, liquidity, gearing or            solvency, 'stock market' ratios; ·                   Principles of cost/benefit analysis, and how to present a            financial case; ·                  Case study - how to construct a cost/benefit financial case; ·                   Investment evaluation methods - including payback, NPV, IRR,            ROI and SVA; ·                   Case study (continued) - how customers and clients would            typically apply the investment evaluation methods to the            cost/benefit financial case developed above.   If required, an additional half-day module on leasing can be provided.     TEACHING METHOD    Learning by doing, with exercises, some group work and many practical examples. Course notes provided.       PREREQUISITES    None. The course is designed for people with little or no financial knowledge or experience.     COURSE FEES   Please click here for details of course fees