# Sales

## Acquesition

### Prospect Initiated

### Karaka Initiated

## Offer

| No.  | Risks/Things to consider             | Checks/Risk mitigation | R    | O    |
| ---- | ------------------------------------ | ---------------------- | ---- | ---- |
| C3   | Prices too low / discounts too large | Default prices and standard discounts are stored in the IT system responsible for the offer generation. Deviations require additional electronical approval in the system by the head of sales or head of finance. Without this electronic approval the offer cannot get created. | Head of Sales / Head of Finance | Weekly |
| C4   | Default prices are too low / default discounts are too large | Changes to default prices and default discounts can only be entered into the IT system by the head of sales or head of finance. | Head of Sales / Head of Finance | Annualy |
| C5   | Other aspects of the offer are invalid (i.e. wrong customer, bad credit score of customer, ...) | The offer is none-binding and only becomes binding with the order confirmation where additional checks are performed. | Automatic | Many times a day |

## Contracts

| No.  | Risks/Things to consider | Checks/Risk mitigation | R    | O    |
| ---- | ------------------------ | ---------------------- | ---- | ---- |
| C6   | Old contract version is used |                        |      |      |
| C7   | Contract changes are invalid |                        |      |      |

## Order Confirmation

### Credit Check

| No.  | Type | Risks/Things to consider | Checks/Risk mitigation | R    | O    |
| ---- | ---- | ------------------------ | ---------------------- | ---- | ---- |
| C1   | Preventing | Invalid customer data    | Customer data gets compared with the information provided from credit rating agencies, company registration forms etc. | System | Many times a day |
| C2   | Preventing | Customer default         | Only customers with a credit score of XXXX-Crefo / XXXX-Coface / XXXX-Schufa get approved during the order confirmation. | System | Many times a day |

## Delivery Note

## Invoice

## Collection

## Accounts Receivables

| No.  | Risks/Things to consider | Checks/Risk mitigation | R    | O    |
| ---- | ------------------------ | ---------------------- | ---- | ---- |
|      |                          |                        |      |      |
|      |                          |                        |      |      |
|      |                          |                        |      |      |

Abbreviations:

* R: Responsible
* O: Occurrence
* T: Type

