Finance Basics For Selling                                      SR1909


This self-paced workbook will provide the student with the knowledge
needed for performing financial analysis of a given company and to
calculate ROI for computer sales.  In turn, the student can use the
knowledge and skills to better align as a business partner to the
customer.

STUDENT PROFILE:
CSO sales reps, sales management, and PSO Consultants

PREREQUISITES:
None

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o     Define basic terms, concepts and processes used by businesses to
      monitor their profitability and make business decisions.
      Examples are:
      - Income Statement
      - Balance Sheet
      - Cash Flow
      - Business Ratios
      - Goals of Financial Management
o     Analyze financial instruments such as Income Statement and
      Balance Sheet to determine the financial condition of a
      prospective customer.
o     Describe the impact the Capital Budgeting process may have on a
      computer system sale.
o     Compute Return on Investment (ROI) for computer system purchases.

COURSE OUTLINE:
Unit 1:     Cash Flow, Financial Statements, Income
            Statements, Balance Sheet
Unit 2:     Understanding Profitability, Break-Even
            Analysis, Fixed Assets and Appreciation,
            Return on Investments, the Tools of Ratios
Unit 3:     Cash Cycle of a Business, Financing, Credit
            Policy Extending Credit, Creating
            Shareholder Value, Profitability Ratios,
            Liquidity Ratios, Solvency Ratios, Bond and
            Stock Reports.
Unit 4:     Time Value of Money, Cost Capital,
            Discounted Cash Flow, Capital Budgeting,
            Bond and Stock Valuation.

TESTING PROCESS:
Self-Assessment Test included in the workbook.  To access Mastery Test,
send an HPDesk message:

     To:          Fieldtest ADMIN
     Subject:     SR1909
A score of 80% or better represents satisfactory completion.


FORMAT:        Self-paced workbook
LOCATION:      Not applicable
LENGTH:        8 hours
AVAILABILITY:  12/91
language:      English
EQUIPMENT:     None
CLASS SIZE:    Not applicable
ORDERING INFO: Heart I-2 Order from Support Materials Organization
               (SMO/C200), Roseville, CA Part # 5960-7824
QUESTIONS:     Contact your Sales Force Program Manager or Country
               Education Manager
PROJECT MGR:   Chuck Battipede, Telnet/408 447-1219