1) Revenue, turnover, and sales all refer to the same concept of money received for goods or services sold. It is calculated as Price x Quantity (P x Q). 2) Cost is calculated as Cost x Quantity (C x Q) and is subtracted from revenue to calculate gross profit. 3) Premier sales focus on communicating the value of products or services, not price negotiation. Overcommunicating value to negotiators helps maintain proper pricing.

1. Notes on Accounting & Sales
Extracted from the Public Lectures
Vusi Thembekwayo
Adil Abdalla

2. Revenue – Turn over – Sales
All Are the same; just ego; or Someone will charge for it
Either E&Y, or Accounting Firm or Incorporated Accountant
Revenue – Turn over – Sales Price x Quantity = P x Q
Cost Cost x Quantity = C x Q
Cross Profit (GP) Cost x Quantity = (P x Q0 – (C x Q)
Success
LossTech Co.
Only e.i., Facebook
Not A Biz
Perception = Price vs. Value Entrepreneurs talks value
Salespersons talk Price
Never Say No to a Customer
Customer walks in to Buy
Should Feel the Sorry if can’t Buy
Shift Sale
Conversation
from Price to
Value

3. Repeat Value & Differentiations
All Premier Sales are on Values not Price
Eligible Customers will come
Differ Responsibilities
In Corporate Sales, When can’t Afford Reduction
This maintains Value
Over Communicate Value
To Negotiators not to Decision Maker
Negotiators turn internal Salespersons for the Value
The Leave Behind
The Value Document; Given or Shared with Negotiator
It Speaks for Saler, Product, and Strategic benefits
Never Reduce Price; Do it Free
Reduce Price make perception of true value
For free, attached with full discounted invoice, keeps
price in mind. If disputed, it is a Free Marketing
SGA
Sales, General Admin Expenses
OPEX
EBITDA
Earnings Before Interest, Tax, Depreciation and
Amortization
Earning vs. Profit
Both are the Same
Just another ego-based term

4. Repeat Value & Differentiations
All Premier Sales are on Values not Price
Eligible Customers will come
Depreciation vs. Amortization
Depreciation for Physical Assets
Amortization for Intellectual Assets
EBIT
Depreciation for Physical Assets
Amortization for Intellectual Assets
Non-Cash items
EBT (Why Pay Tax after Interest)
Government encourages to pay interest 1st; to have more
Debt, grow Business, hire more People, serve more
Customers and pay more Tax. It is a Stimulus Package
PAT (Profit After Tax)
Government encourages to pay interest, to have more
Debt, grow Business, Serve more Customers and Pay
more Tax. It is a Stimulus Package
Retained Earnings or Dividends
Payment to Shareholders
This is the Base of Wealth
Types of Earning
(Defines who you Talk to)
Wages – For labor work
Salary – for Desk work
Dividend – For Shareholders
ROI – for Business Owner
Depreciation vs. Amortization
Interest is the Charges to buy Assets to Grow the Biz
Therefore, it is Technically Wrong to buy Personal items
in your Capex or OPEX

5. Setting a Right Price
Increase the Value to Charge more
Branding Counts, Marketing Counts, Customers Count
No Win in a Price War
Never Reduce
Never Compromise; but set it Right
No Win in a Price War
Never Reduce
Never Compromise; but set it Right
Building a Business
How long for the Competitor CEO to know your Name?
Are you willing to wait that long?
Where should you invest your money?
Name Business at Truly is
Not a Holding unless you hold it
Not a Corporate unless you are up in the ladder
Make Manufacture or Service or Production as you do
Value Chain
Grave
(The Front Desk)
Cradle
(The Source)
Farm or Raw
Manufacturing
Distribution
Sale
Be Specialized

6. Economics of Value Chain
Role of Finance and Pricing
Role of Marketing to Sustain Sales
B2C Sales to
Customers
Receive
Products
Manufacture
Products B2B
Physical
Asset
Hire Staff
to Produce
Finance
Placing 1st Orders
Placing 2nd Orders
Demand
B2B Raw
Materials
CAPEX
& OPEX
Finance
Finance
Distribution
B2B
Storage &
Fulfillment
Finance
Programs of
Economic
Transformation
Retail
Marketing
Strategies
& Campaigns