The key skills associated with a sales and service business concern:
maintaining cash through application of a credit policy, inventory management and cashflow forecasting
understanding the supply chain and the part that any project costing and bill of materials systems play in this
understanding route to market and the differences this can make to profitability
being able to understand the unique selling point of the organisation and the approach taken by the sales team
understanding product innovation and the control processes around this strategy
understanding the effect on profitability for the loss of a key account in terms of sales or contract maintenance
applying the accruals concept to administer revenue invoiced in advance (deferred income)
The main case studies of this type of business are Interconnect Ltd, Automatic Minibar Systems Ltd and Torex Retail plc. Other roles in this type of business are TTML and DigiPos. All of these businesses are IT and telecoms businesses that sell capital equipment and then employ field engineers to support both software and hardware. In the case of Interconnect and AMS, their product offering was also supported by a research and development activity.
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