Commercial Acumen (CA)

Training overview
Corporate / Group Training
2 days

Start dates
North America
Offered at a time and date of your preference

Course description

Commercial Acumen (CA): Onsite Training CourseCommercial Acumen (CA): Onsite Training Course

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 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.


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

About 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...

Read more and show all training delivered by this supplier

Contact info


14-16 Peterborough Rd
SW6 3BN London

 Show phone number

Training reviews

No reviews available

Need help with your search? offers a free consultancy service to help compare training for you and your team

Request a free quote

Request a free training quote