Financial knowledge that a salesperson should have. In sales activities, we should accurately calculate the payment for goods, settle the payment in time, and vigorously clean up the debts. This is the basic requirement for sales staff and sales managers. 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 payment and settlement methods There are the following common payment and settlement methods in China: draft: including bank draft and commercial draft (commercial draft includes bank acceptance draft and commercial acceptance draft). Cashier's note: including fixed cashier's note and non-fixed cashier's note. Checks: including cash checks, transfer checks and ordinary checks. Remittance: including telegraphic transfer and letter transfer. Entrusted collection: including entrusted collection in different places and entrusted collection in different places. 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 have the following characteristics: there is no initial amount. There are no geographical restrictions. Both enterprises and individuals can apply. When the payee and payer are individuals, they can apply for cash bank draft. 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. The cashier's check mainly has the following characteristics: there is no limit to the initial amount of irregular cashier's check. Promissory notes are all registered. The payee is a cash promissory note that an individual can apply for, and the client can present the cash promissory note to the issuing bank for payment. A cashier's check is payable at sight. The payment term of cashier's check is generally not more than 2 months. 3. Cheque This is a bill issued by the drawer, and the bank entrusted to handle the cheque deposit business unconditionally pays the payee or holder a specified amount at sight. Units and individuals can use cheques to settle funds in the same city, and the drawer of the cheque can open a deposit account with cheques in a financial institution approved by the local branch of the People's Bank of China. Checks have the following characteristics: there is no limit to the initial 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. 4. Remittance This is a settlement method in which the remitter entrusts the bank to pay the money to the payee. This settlement method can be used for all kinds of currency settlement of units and individuals. Remittance business mainly has the following characteristics: there are two kinds of remittance: telegraphic transfer and letter transfer, which are selected 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, certificates of deposit and other payer's debt certificates to settle the payment by entrusted collection. The entrusted collection business mainly has the following characteristics: there is no limit on 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. 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 must be reflected by 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 gross profit 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. breakeven 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 breakeven is not as attractive as profit target. So we often need to reflect the sales target under a profit target in the 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. The concept of related costs will be used to judge 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 financial application in sales management 1, to maintain a good capital flow In the process of selling products, on the one hand, enterprises show product flow, on the other hand, they are accompanied by capital flow (capital inflow and outflow). 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. So, how to effectively manage accounts receivable? Generally, the following principles can be followed: 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, and at the same time calculate and analyze the assessment indicators such as "accounts receivable turnover rate" and "average collection 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 promotion personnel, so as to enhance the sense of crisis and pressure of sales personnel, and make their work focus always on sales volume and capital withdrawal. 3. Finance VS commercial finance serves sales, but 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.

Please accept it, thank you!