Category : Accounting

Finance for Sales Managers

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This book provides a wealth of material to enable salespeople to be more familiar with financial concepts and language so they can be fully confident and effective in selling from a financial perspective. It also guides sales managers to master the relevant essentials of finance. This book helps the whole team to build compelling business cases and present their benefits to Finance Directors, VPs and economic buyers. It is based on a winning combination of good research and practical experience, by professionals both in sales and in finance.Finance for Sales Managers was written by Steve Hay and Alan McCarthy. The Resource Development Centre (RDC) was founded by Alan in 1987. For the past 25 years across 30 countries plus 20 of the American states, RDC has been helping thousands of sales people to meet their sales target on a regular basis. One of our associates is Steve Hay ? an accountant who has excelled in several different sectors of the economy, including Financial Services. Steve?s work over the past 30 years has revolved around two main areas: Finance; and Information Technology.We are repeatedly asked by our clients to help Sales Teams be more effective in selling from a financial perspective. The most common request is for material that will guide salespeople through the basics of finance and then build on that foundation to deliver more advanced concepts that will help them to communicate with finance professionals and to sell successfully.Alan McCarthy is an award winning career salesman, selling at different times for Rank Xerox, Exxon, Dun and Bradstreet, US Lines and ICL. He has managed sales teams and personally sold into Financial Services, Logistics, Automotive, IT and Consultancy Sectors. Alan then brought his experience to others through training, developing and consulting in sales related subjects: Relationship Selling; Negotiating; Target Account Management; and Sales Team Direction. He has conducted over 530 assignments internationally. Alan h

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