Organization-Guide/Processes/Sales.md

Sales

Acquesition

Prospect Initiated

Karaka Initiated

Offer

No.	R	Category	Risk Event	L	C	O	Mitigation Strategy	L*	C*	Changes	Comments	ES	EY
1	Head of Sales / Head of Finance	Operational Risk (Sales)	Prices too low / discounts too large	1	5	Many times a day	Avoiding: 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.					yes	yes

No.	Risks/Things to consider	Mitigation Strategy	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	Mitigation Strategy	R	O
C6	Old contract version is used
C7	Contract changes are invalid

Order Confirmation

Credit Check

No.	Type	Risks/Things to consider	Mitigation Strategy	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	Mitigation Strategy	R	O

Abbreviations:

• R: Responsible
• O: Occurrence
• T: Type