Financial argumentation in sales and negotiations

Target Audience:Sales officers, Sales managers, Client specialists, Key Account Managers Duration:8 hours Provider:Mercuri InternationalVenue:AEB Conference Centre, Moscow, Butyrsky val, 68/70 build.1, office 13Language:RussianCoach:Konstantin Shadrov
Konstantin Shadrov Konstantin Shadrov

Terms and Conditions

– The deadline for registration & payment is usually 5 days before the starting date of the course;
– Those who do not register and pay by the deadline will not be allowed to participate in the training;
– All payments are to be made by bank transfer;
– Once registration is closed, the fee is non-refundable.

Training objectives and advantages
Participants will study traditional financial indicators, such as gross profit, marginality, price markup, turnover rate, etc. and will prepare to use them while negotiations with customers.

Training program
• Trade financials: gross profit, marginality, price markup, turnover rate
• Stock management, distribution chain, calculation of required merchandise inventory
• Calculation of ROI (Return on investment)
• The influence of price discounts on profitability of transactions with a client
• Practical exercises in order to evaluate the profitability of transactions with a client
• Preparation to negotiations. Identification of negotiation strategies – analyzing positions of the parties (strong/weak). Identification of the elements of trade and the order of concessions
• Techniques for an effective financial argumentation
• Practical exercises and role plays in order to practice negotiations with customers using financial argumentation

Methodology of training delivery
Interactive training with individual and group tasks and exercises.