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Sales Planning Cycle: Advanced Customer Financials
Module Objectives:
- Use of ratio analysis to evaluate public companies’ debt, profitability and management value creation
- Learn strategies for assessing potential for bankruptcy
- Explore the principles of financial trend and variance analysis
- Learn to interpret the results of a detailed financial
analysis
Field Work:
- Assemble a set of financials for three accounts and review them to determine the overall financial strength of each organization.
- Design a strategy for discussing your insights during a customer contact this week
- Use this account conversation to identify areas of
customer pain.
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