Course Overview

Sales & Receivables Management (Including Marketing)
This module provides a complete overview of the Sales and Receivables cycle,
integrating commercial, operational, and financial controls. It focuses on strengthening
governance, improving revenue assurance, and ensuring effective credit and collection
management.
Key areas covered include:
* **Sales Strategy, Pricing & Budgeting**

Evaluation of pricing models, sales planning, and budgetary control frameworks to
ensure profitability and alignment with business objectives.
* **Customer Master Data Management**
Review of customer data accuracy, completeness, and control over creation,
modification, and approval processes.
* **Marketing & Promotion Management**
Assessment of marketing campaigns, promotional activities, and associated control
mechanisms to ensure effectiveness and compliance.
* **Order Management & Credit Approval**
Analysis of order processing workflows, credit risk assessment, and approval
hierarchies.
* **Contract / Trade Scheme Management**
Audit of contractual agreements, trade discounts, and scheme controls to ensure
proper authorization and execution.
* **Dispatch, Delivery & Billing**
Review of logistics coordination, delivery confirmation, and accurate billing processes.
* **Revenue Recognition**
Evaluation of revenue recognition policies and compliance with applicable accounting
standards.
* **Accounts Receivable Management**
Monitoring of outstanding receivables, aging analysis, and reconciliation processes.
* **Credit Control & Collections**
Assessment of credit policies, collection strategies, and overdue recovery
mechanisms.
* **Returns, Rebates & Claims Management**
Review of returns processing, rebate approvals, and claim settlement controls.
* **Discounts, Incentives & Commission Controls**
Evaluation of approval controls and accuracy of incentive and commission
calculations.

* **Bad Debts & Provisioning**
Analysis of doubtful debts identification and provisioning adequacy.
* **Channel / Distributor Management**
Audit of distributor networks, performance monitoring, and compliance with channel
policies.
* **Sales Adjustments & Manual Overrides**
Review of manual entries, adjustments, and override controls to prevent misuse.
* **Sales Accounting & Reconciliation**
Verification of sales records, ledger accuracy, and reconciliation with financial
systems.
* **IT Systems & Access Controls (Sales / ERP / CRM)**
Assessment of system security, user access rights, and control environment within
ERP and CRM platforms.