The final result of the sales activity will be reflected in the financial data. As a salesperson (especially a sales manager), you will inevitably encounter financial-related problems such as payment, settlement and budget. Obviously, a good financial knowledge background will help him (her) to carry out various tasks smoothly.
I. common means of payment and settlement
Common payment and settlement methods in China are as follows:
Draft: including bank draft and commercial draft (including bank acceptance draft and commercial acceptance draft).
Promissory notes: including fixed promissory notes and non-fixed promissory notes.
Checks: including cash checks, transfer checks and ordinary checks.
Exchange: including telegraphic transfer and letter transfer.
Entrusted collection: including entrusted collection in different places and entrusted collection in different places.
letter of credit (L/C)
1, bank draft
This is a bill issued by the issuing bank, which is unconditionally paid to the payee or holder according to the actual settlement amount when the bank sees the bill. All kinds of funds of units and individuals can be settled by bank draft. Bank drafts can be used to transfer money, and bank drafts marked "cash" can also be used to withdraw cash. Bank drafts mainly have the following characteristics:
There is no starting amount.
There are no geographical restrictions.
Both enterprises and individuals can apply.
Cash bank drafts can be used when the payee and payer are individuals.
The validity period is generally 1 month.
Cash bank draft can report the loss.
Pay at sight.
You can get a refund within the validity period of the bill.
2. cashier's check
This is a bill issued by a bank, which promises to unconditionally pay a specified amount to the payee or holder at sight. Units and individuals can use cashier's checks when they need to withdraw various currencies in the same bill exchange area. Banknotes mainly have the following characteristics:
There is no limit to the starting amount of an indefinite cashier's check.
All cashier's checks should be registered
The payee is a cash promissory note that an individual can apply for, and the cash promissory note can be presented by the principal and paid by the drawer.
A cashier's check is payable at sight.
The payment term of cashier's check is generally not more than 2 months.
Step 3 check
This is a bill issued by the drawer, and the bank entrusted to handle the check deposit business will unconditionally pay the specified amount to the payee or holder when it sees the bill. Units and individuals can use cheques to settle funds in the same city, and the drawer of cheques can open deposit accounts with cheques in financial institutions approved by local branches of the People's Bank of China. Checks mainly have the following characteristics:
There is no limit to the starting amount.
Cash can be withdrawn or used for transfer.
The validity period is 10 day (calculated from the date of issuance, and postponed when the expiration date is a holiday).
You can report the loss.
Step 4 exchange
This is a kind of settlement method that the remitter entrusts the bank to pay the money to the payee, which can be used for various settlements of units and individuals. Exchange business mainly has the following characteristics:
There are two kinds of remittance: telegraphic transfer and letter transfer, which are chosen and used by the remitter.
The exchange is not limited by the starting point of the amount.
5. Entrusted collection
This is a settlement method in which the payee entrusts the bank to collect money from the payer. Units and individuals can accept commercial bills, bonds and certificates of deposit by means of entrusted collection. Entrusted collection business mainly has the following characteristics:
There is no limit to the starting amount.
It can be handled in different places in the same city.
There are two payment methods: mail and telegraphic transfer for the payee to choose from.
6. Letter of credit
This refers to the payment commitment made by the issuing bank on the basis of the applicant's application, with documents conforming to the terms of the letter of credit. Domestic letter of credit is a commodity transaction settlement tool between domestic enterprises guaranteed by banks.
Second, financial terms related to sales.
The final result of sales has to be reflected through finance. Enterprises often evaluate their sales performance through indicators such as return on investment and earnings per share. Therefore, sales staff must evaluate the financial indicators of sales activities, and managers should be better at submitting plans through financial indicators. It's hard to imagine that when you made a budget of 6.5438+0 million yuan for a new branch or an advertisement, the boss approved your plan without seeing the relevant financial statement. Common financial terms include cost, breakeven point, profit target, market share, capital expenditure, related costs, gross profit margin and so on.
1, cost
When determining the contribution margin and profit, we use variable cost and fixed cost items. Variable costs are those that are fixed on a unit product and vary in total amount according to the quantity of manufacturing and sales, while fixed costs are those that are not closely related to production and sales and remain unchanged in total amount. The cost per unit product is determined by the above two costs. It is important to distinguish between variable costs and fixed costs. If a cost changes with the output, it is a variable cost (labor, raw materials, packaging, sales personnel are raised as variable costs). It is worth noting that all marketing costs except commission are regarded as fixed costs.
2. Average conversion point
When determining the quantity or amount that must be sold to compensate for all related fixed costs, such a sales level is called breakeven point. Break-even point expressed in quantity = total fixed cost/gross profit per unit contribution; Breakeven point in quantity = total fixed cost/1- (unit variable cost/unit sales price) = breakeven point in quantity x unit sales price.
3. profit target
Break-even is not as attractive as profit target, so we often need to reflect the sales target under a profit target in calculation, that is, at which sales level we can make a profit of X yuan. In other words, the break-even analysis tells us how much we must sell, and the profit target tells us how much we will sell.
4. Market share
Market share = company sales level/total market. Assuming that the total market volume is 290,000 pieces and the sales level of capital preservation is 40,000 pieces, the market share to be achieved by capital preservation is = 40,000/290,000 = 13.8%.
5. Capital expenditure
Usually, the calculation of sales plan will involve cost allocation. For example, suppose that the equipment with a service life of 10 years is worth 5 million yuan. If all the 5 million yuan in the first year is included in the calculation of the breakeven point, the breakeven point will be very high. Therefore, this 5 million yuan is usually shared equally in 10 years, so that 500,000 yuan related to equipment every year can be regarded as a fixed cost. Therefore, managers need to reasonably predict the effective life of fixed assets and allocate the total cost to each use period.
6. Related expenses
This concept will involve judging which fixed costs are related to a plan. The judgment rule is as follows: if the expenditure level changes due to the adoption of the plan, the fixed cost is the related cost. Therefore, the expenses of new equipment and new research and development are related expenses. On the other hand, the advertising fee of the previous year or the R&D fee of the previous year will not change with the current decision. Therefore, it is not related to the sales plan, but is generally regarded as detention cost and will not be included in the current decision.
7. Gross profit margin
The difference between the cost price and the selling price of an enterprise is called gross profit or markup, so: selling price = cost ten gross profit. In marketing, the most common practice is to express gross profit as a percentage of the selling price, which is easier to operate. Third, the application of finance in sales management
1. Maintain good capital flow.
In the process of selling products, enterprises show product flow on the one hand and capital flow (capital inflow and outflow) on the other hand. The sales activities of enterprises are closely related to the capital flow. The sales manager must correctly plan the capital flow, make good use of living capital and improve the efficiency of capital use.
2. Accounts receivable management
In order to increase market share, enterprises often adopt various promotion methods (here refers to narrow promotion). Although there are many ways to promote sales, they can be summed up in two ways: selling now; Sell on credit. The advantage of "cash sale" is that the accrued cash flow is consistent with the actual cash flow, which can avoid bad debts and put the recovered money into operation in time. Therefore, it is the most anticipated settlement method for enterprises. However, in today's fierce competition, relying solely on "cash sales" is often unsustainable. Moreover, enterprises blindly pursue "cash sales" in order to curb risks, and they will also lose chambers of commerce. Over time, it may lead to market shrinkage and market share decline, thus damaging the long-term interests of enterprises.
In order to meet the needs of competition, the timely adoption of "credit sale" can make up for the shortage of "cash sale". Moreover, from the point of view of commodity circulation, "selling on credit" also has incomparable advantages in strengthening the market position of enterprises, expanding sales income, saving the occupation of inventory funds and reducing the cost of inventory management. But from another point of view, "selling on credit" will cause accounts receivable and bad debts, which has certain risks; At the same time, this part of accounts receivable can not be put into operation and added value because it is occupied by customers, thus forming an opportunity loss, and enterprises have to pay a certain management fee for it.
It is not difficult to see that the investment income and investment risk of accounts receivable coexist objectively, which is both a guarantee and an obstacle to the smooth circulation. Then, how to effectively manage accounts receivable, usually, we can follow the following principles:
Enhance the binding force of commercial credit through bills, improve transaction efficiency and reduce the occurrence of accounts receivable.
Establish and improve the management of accounts receivable and establish a bad debt reserve system to prevent accidents.
To implement the principle of "paying equal attention to promotion and recovery", the finance department should correctly judge the customer's solvency and credit degree according to the survey data, and reasonably determine the credit period on this basis to avoid blind credit sales.
When determining the accounts receivable policy, we should weigh the benefits of "selling on credit" and the costs and losses of "selling on credit".
Cash discounts can be used to reduce accounts receivable.
The financial department should regularly prepare the accounts receivable aging analysis table, list the number and amount of customers inside and outside the credit period, calculate and analyze the assessment indicators such as "accounts receivable turnover rate" and "average payment period", and feed them back to the business department in time to discuss the collection countermeasures.
Establish and improve the risk mechanism, strengthen the binding force on sales personnel, thus enhancing the sense of crisis and pressure of sales personnel, so that their work always focuses on sales volume and capital withdrawal.
3. Finance and commerce
Finance serves sales, but it is not attached to sales. Sometimes, in order to open up the market and increase the market share, the sales department may ignore the cost to a certain extent, but the financial personnel need to carefully calculate the operating cost and final result of each business. For example, when a customer wants to get more goods when the payment is insufficient, the salesperson may agree to the other party's request for the purpose of developing the relationship with the customer, while the financial staff may refuse on the principle of "sales are not in arrears", and the financial and sales parties will form contradictions. In order to solve this contradiction, enterprises need to formulate relevant regulations on customer arrears and strengthen communication between sales departments and other functional departments. For example, the finance department can provide the customer's credit information to the sales staff, and the sales staff will come forward to ask the customer to write a legally binding debt certificate and recover the payment within the prescribed time limit, which will not only satisfy the customer, but also make the sales business develop continuously.
In addition, the financial work in sales management is not a narrow accounting concept. Financial work should reflect and supervise business activities, and sales staff should take it as their responsibility to maximize the owner's rights and interests. Therefore, the sales department should prepare a sales report and report it on time, so that the relevant departments of the company can know the sales situation at any time, and then adjust the inventory structure in a planned way to make the inventory management in the best state, which can reduce the cost of inventory management, uniformly allocate funds and make the funds run safely and efficiently. In addition, with the cooperation of the financial department, the sales department should also actively realize the withdrawal of sales funds and complete the sales collection task in a planned way. Furthermore, the sales department should deal with the backlog of goods in time, clear the warehouse, adjust the reasonable inventory structure, make efforts to revitalize the stock of funds, and strive for the maximum return benefit of capital turnover. For the sales department, finance and business are always contradictory unity. Special methods to motivate subordinates Editor's note: Encouraging subordinates is not just a promotion and salary increase. Sometimes a greeting can also play a huge role. How much do you know about the following methods? When it comes to how to motivate subordinates, many managers, especially middle managers, often complain: "I have no right to promote my subordinates, and I have no money to raise my salary and reward them." How can I motivate my subordinates? " How can you just talk and not practice? "1. Continuous recognition
No matter how small the good performance of each employee is, if it can be recognized, it can also play an incentive role. Pat employees on the shoulder and write a short thank-you letter. This kind of informal small commendation may be better than the grand annual model employee commendation meeting of the company. Sincere praise
This is a recognition of employees. Most of our managers are stingy in praising employees' performance, and some people blame it on the lack of necessary skills. In fact, praising employees is not complicated, and there is no need to consider the time and place at all. You can praise employees at any time. If you can give a compliment at a meeting or social gathering hosted by the company, at lunch or in the office, at the end of the shift or before or during the shift, you can achieve unexpected incentive effect. When the results are still novel in the minds of employees, praising employees will have a very strange effect. The most effective way is to go among your subordinates and tell them, "This is an exciting idea!" " "You did a good job. Work hard to create a kiness record for our company, and then I will give you a celebration dinner "... seize any opportunity, and the praise conveyed immediately can have a positive impact."
3. Honor and title
Giving honorary titles to employees with outstanding work achievements, emphasizing the company's recognition of their work, letting employees know that they are excellent can stimulate their enthusiasm for work.
Whether employees feel valued in the company is the key factor of work attitude and employee morale. Managers should be creative in using various titles. Consider asking employees to make suggestions and get them to accept these titles and integrate into them. Basically, this is to realize the sense of honor, which produces a positive attitude, and a positive attitude is the key to success. For example, you can set up various honorary titles in your team, such as "Creative Angel", "Master of Wisdom", "Thunderbolt Charge" and "Perfect Beauty", and select them once a month, once a quarter and once a year. After selecting the right person, you should hold a proper grand ceremony to award the honor and let all team members celebrate the honor.
Give one-on-one guidance
Guidance means the development of employees, and supervisors just spend time. But the message that this time is spent on employees is that you care about them! Moreover, for employees, it doesn't matter how many job skills the superiors can teach him, what matters is how much you care about him. At any time, the focus is on positive feedback, especially in the face of public guidance. We should recognize and encourage employees in public places, which will naturally inspire others who can see and hear what is happening nearby. 5. Leadership roles and authorizations
Rewarding employees for their performance in leadership roles can not only effectively motivate employees, but also help identify future candidates. Let employees preside over short meetings; By organizing training meetings, give full play to the strength and skills of employees and let one of them lead the training; It is a good way for an employee to be appointed as the moderator of the training meeting after attending an external seminar or investigation, and let him briefly explain the contents and main points related to the seminar to other employees. You can also consider letting employees lead a project team to improve internal procedures.
Authorization is a very effective way to motivate. Authorization can make subordinates feel responsible, valued and respected, different, favored and reused by superiors. Under this psychological effect, authorized subordinates will naturally stimulate their potential abilities and even go through fire and water for this.
Step 6 get together as a team
Irregular office gatherings can enhance cohesion, which in turn helps to enhance team spirit, and will eventually have an impact on the working environment and create a positive working atmosphere. For example, parties on the eve of Mid-Autumn Festival, picnics before New Year's Day, mountain climbing on the Double Ninth Festival, outings before March 8th, birthday dinners for employees, team celebrations and so on, all of which can successfully make employees get together and have a happy time. At the same time, it is best to keep these activities on the company's or team's website or webpage through photo display, DV shooting, etc., so that these beautiful memories will become eternal, give employees a warm experience and encourage them to belong to the team at all times.
go on vacation
Launch a vacation time competition. In order to get 15 minutes or half an hour's rest, employees will work as hard as cash rewards. Many times, when employees are faced with the choice of cash and vacation rewards, they will choose to take a vacation. If a performance goal is achieved by a team or all employees, the most appropriate reward is vacation.
8. Theme Competition
The theme competition within the organization can not only promote the improvement of employee performance, but more importantly, this method helps to maintain a positive environment and has a very obvious effect on reducing employee turnover rate. Generally speaking, anniversaries, sports meetings and culture can be the themes of some competitions, as can the discussion of life value, problems in work and value innovation. Holding small or large-scale sports meetings regularly will undoubtedly bring happiness and team sense to employees, and culture can also be used to create some theme competitions. 9. role models
Benchmarking learning is an important weapon for managers' team leadership. The power of example is infinite. By setting an example, you can promote the learning enthusiasm of each member of the group. Although this method is old-fashioned, it is very practical. A bad employee can make everyone learn badly, and an excellent example can also improve the working atmosphere of the group. There are many ways to set an example, such as daily list, weekly list, monthly list, quarterly list and annual list. Can also set up a single case, or a comprehensive case, such as innovation list, general manager's special award, etc.
10. convey passion 1 1. Motivate subordinates at zero or low cost.
& lt 1 & gt； Sincerely say: "You have worked hard!" & lt2> sincerely say "Thank you!"
& lt3> sincerely said, "You are great!" & lt4> said from the bottom of my heart, "This is a great idea!"
& lt5> Give your subordinates a powerful shoulder pat (attention of women).
& lt7> A cold hug when congratulating.
& lt9> Write a note or thank-you letter to encourage subordinates.
& lt 1 1 & gt； A phone call and a small gift for subordinates' anniversary.
& lt 13 > an unrestrained outing or team gathering.
& lt 15 > A certificate, a medal, a flower and a sincere heart. ...