This document discusses sales processes and procedures. It covers planning and controlling sales, the sales department structure, documentation and records, the sales process, sales returns, credit approval, revenue systems, and controls and risks. The sales process involves a sequential series of actions by salespeople to fulfill customer needs and wants. Documentation includes price lists, purchase orders, packing slips, and shipping logs. Controls involve authorization of transactions, adequate records, security of assets, and independent checks.

1. SALES
Maryam Khan
S2016113001
UMT

2. Content
 Introduction
 Planning and controlling
 Departmental Structure
 Documentation and record
 Sales Process
 Sales Return Process
 Credit Approval/Claims
 Revenue System and Documentation
 Control and Risk

3. Introduction
A sequential series of actions by the salesperson to
fulfils customer need and wants.
Toolkit to increase the profitability of advancing sales
Build customer trust
Differentiate yourself
Accomplishment of Objectives and Goals

4. Departmental Structure

5. Documentation and Record
Price List Packing Slip
Purchase Order Shipping Log
Credit Limit Packing Slip
Sales Order Bill of Landing
Sales Invoice Summary at the end of day

6. Sales Process

7. Cont.

8. Sales Return Process

9. Cont.

10. Credit Approval

11. Revenue system with paper documents

12. Control and Risk
 Authorization of transactions and Segregation of duties
 Adequate records and documents
 Security of assets and documents
 Independent checks and reconciliation
 Frequent changes made to sales prices or customers
 Pricing structure is complex or based on estimates
 Large volume of transactions
 One or few key customers
 Shipments not controlled directly by the company
 Product mix is difficult to differentiate
 Shipping and/or recordkeeping at multiple locations
 Analyzing

14. Yesterday is gone,
Tomorrow isn’t certain.
So you’d better start
TODAY
Thankyou