What You Will Learn :
- Discounting to win or retain business
- Low margin accounts
Very few salespeople in charge of commercial decisions grasp the full impact of their actions and how these actions drive the P&L. Your company employs salespeople and account managers who make daily decisions impacting your profitability. These decisions include which products to offer, the value of discounts to give, which service team is best suited to their client, and countless others. However, those making these decisions rarely understand the full consequences.
This Commercial Acumen (CA) training course has been designed to develop a greater awareness of the commercial impact of business actions and how different levels of financial decisions and measures are related. The course provides your team with the knowledge and abilities to enhance account profitability, including pricing under different gross margin scenarios, trading off price and volume, the margin implications of product mix, how to manage costs and creative techniques for reducing ‘profit leakage’.
Who is this course for?
This onsite training course has been created to enhance the decision-making skills of those professionals involved in acquiring accounts, growing accounts, implementing solutions, servicing accounts or retention activities.