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sr1980.txt
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1993-03-26
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Finance Basics For Selling SR1980
This self-paced workbook will provide SRs with the knowledge needed for
performing financial analysis of a given company and to calculate ROI
for computer sales. In turn, the SR can use the knowledge and skills
to better align as a business partner to the customer.
STUDENT PROFILE:
SF40 SRs and TCs.
PREREQUISITES:
None
STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o Gather and analyze financial data on a given customer prior to
making an initial call.
o Compute ROI on a given computer solution.
o Determine the impact the Capital Budgeting process will have on
investments (including computer solutions) by the customer.
o Determine where the customer is relative to the Capital Budgeting
Process.
o Determine what impact the Capital Budgeting process will have on
a potential sale.
o Develop a sales strategy which takes advantage of the Capital
Budgeting process and optimizes the timing of sales proposals
relative to that process.
o Verify the accuracy and relevancy of components of the ROI for
the Economic Buyer(s).
o Anticipate challenges from the customer regarding the ROI.
o Develop tactics for effectively dealing with those challenges
prior to any presentation.
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 workbook. To access Mastery Test,
send an HPDesk message to:
Fieldtest Admin
Subject: SR1908
A score of 80% or better represents satisfactory completion.
FORMAT: Self-paced workbook
LOCATION: N/A
LENGTH: 2-4 hours
AVAILABILITY: December 1, 1991
EQUIPMENT LIST: N/A
CLASS SIZE: N/A
ORDERING INFO: Course under development. Check Field Training
Hotline in December for ordering information and
availability.
QUESTIONS?: Yvonne Hedstrom, Telnet (or 408) 447-1161