Course description
Commercial Acumen (CA): Onsite Training Course
Commercial Acumen (CA): Onsite Training CourseVery 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’.
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Upcoming start dates
Who should attend?
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.
Costs
Inquire for additional pricing information.
Certification / Credits
This onsite training course will allow you to face the following obstacles:
- Discounting to win or retain business
- Retaining business on last year’s prices
- Low margin accounts
- Over-servicing of accounts
- Working outside of scope
Imparta
Imparta improves its clients’ business performance in the areas of Sales, Sales through Service and Service using highly practical and researched approaches and an integrated solution that goes well beyond simple training interventions. Imparta’s Capability Building® System combines assessment, training, coaching, application...