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sr1909.txt
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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