Many business owners, CEOs, and members of top management have some measure of success or survival through their knowledge and skills in a technical area (such as sales, retailing, engineering, auto mechanics, etc.), but may possess minimal knowledge relative to basic good operating practices. In working with certain members of management, especially those not in the accounting field, it is helpful to share some accounting basics. This program reviews basic techniques and procedures dealing with the revenue cycle.
Upon successful completion of Analyzing Today's Business Operations Module 3: The Sales Function, the user should be able to:identify the expected functions and activities of an effective sales function,define the real purposes of a sales function,discuss the significance of using accurate sales forecasts in the planning process,explain the impact of proper pricing strategies upon the business,list the effective concepts for proper product analysis,discuss various methods of sales compensation other than a commission basis, andperform a sales function analysis.
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