Duration: 1 day

Instructor: Fatih KURAN

Objective

This program is specifically designed for sales professionals who actively participate in sales processes and are required to develop alternative financing solutions while offering value to their customers. The course provides a comprehensive roadmap for analyzing customer demands and needs, predicting and managing financial and operational risks, and producing effective solutions for these challenges.

Participants will understand fundamental financial concepts and learn how to turn this knowledge into accurate numerical analyses, using it as a strong advantage in their sales strategies.

Who Should Attend

Sales professionals and sales team leaders who are responsible for offering not only products but also financial solutions to their customers and who need to analyze risks accurately and develop appropriate pricing strategies. The program is ideal for all sales personnel aiming to increase customer satisfaction and strengthen sales targets through a proactive approach.

Content

1. Sales Concepts

• What is Sales?

• Types of Sales:

o Cash Sales

o Credit Sales

o Consignment Sales

o Secured Sales

o Service Sales

o Long-Term Agreements

2. Discounts on Sales

• Bad Debts

• Returns

• Provisions

• Guarantees

• Cash Discounts

3. Cost of Sales

• Cost of Goods Sold

• Inventory Valuation:

o LIFO

o FIFO

o Average Cost

• Transportation Costs

• Discounts

• Service Costs

4. Interest Calculations/Time Value of Money

• Concepts of Interest and Interest Rates

• Future Value

• Present Value

• Present Value of Cash Flows

• Concept of Annuity and Present Value of Annuities

• Internal Rate of Return (IRR)

• Applications of Time Value of Money

5. Installment Sales and Cost of Payments

• Calculating Installment Payments

• Evaluating Different Sales Alternatives Considering the Time Value of Money

* The course involves Excel applications, and participants are required to bring laptops with Excel 2013 or a higher version installed.