SALES PROCESS AUDIT PROGRAM

This audit program model considers the risks, controls, and general tests of a standard Sales process, therefore the user is required to adjust it according to their knowledge of the process.

Client:
Macrocess
Process:
Start date of the audit: Date of completion of the audit:
Prepared by: Reviewed by:

Audit objective:
Verify the existence, completeness, and application of policies and procedures of the sales process
Identify the risks of the process and verify the existence and functionality of the manual and automated controls that mitigate them.
The person responsible for the audited process will define improvement actions to mitigate the residual risks of medium and high impact identified.

Scope of the audit:

The audit to be carried out includes sales planning, creation and management of customers, pricing and discount management, order requests, cancellations, returns, invoicing, and settlement of sales commissions.

Audited period:
The period for which the audit will be conducted must be identified, according to the scope, sample period of the documentation to be evaluated.

RISK

PROCESS SUBPROCESS ACTIVITY Risk Assertion that affects the

Description Description
Inherent risk

The company has an adequate

Definition of policies and procedures of control environment, with policies and
Sales Sales Unauthorized activities of the sales process HIGH INTEGRIDAD
sales process documented procedures, updated
and disclosed

Sales planning is determined by

according to historical sales, studies of
Economic losses due to inadequate planning
of sales market positioning, evaluation of
Planning and execution of competition, promotions, among others.
Sales Definition and execution of sales planning HIGH INTEGRITY
sales Reputational risk due to non-compliance with the
A monthly analysis is conducted of
demand
compliance with planning through
management indicators
 Clients are parameterized in the system.
Fraud by the creation of unauthorized clients of information, according to the approval and
The clients provide the documentation completed your documentation.
Economic losses due to quotas and credit terms
required, your credit limit and term is HIGH ACCURACY AND VALUATION
unauthorized
approved. The credit quotas and deadlines are approved.
for an area independent from the commercial,
Legal risk due to contractual breaches
customer creation request format

Creation and management of

Sales clients

An area independent of commercial and collection

Clients are created and managed by Fraud due to inadequate segregation of duties. HIGH
is in charge of creating, blocking, and deleting
ACCURACY AND VALUATION
centralized and independent area for third-party management to clients and their characteristics of the system
information.

The prices and discounts are authorized.

Definition and authorization of prices and Economic losses and/or fraud from sales with
HIGH ACCURACY AND VALUATION annually, its modifications are
sales discounts unauthorized prices and discounts.
duly authorized

Price management and

Sales discounts

An area independent of sales and collection

Parameterization and price management Economic losses and/or fraud parameterization is responsible for creating, modifying, and deleting
discounts of unauthorized prices and discounts HIGH ACCURACY AND VALUATION
the prices and discounts in the system of
information.
 Purchase requests are required and/or
Fraud by unauthorized orders and/or to customers created in the information system by
Sales Order request Creación y bloqueo de solicitudes de pedidos fictitious HIGH INTEGRITY commercial advisors and the credit area
validate the client's quota and portfolio status,
Economic losses due to difficult collection sales
determining if the blocking of the
order.

Fraud from unauthorized sales and/or to customers The invoices are associated with a request for
fictitious and due to inadequate segregation of order authorized.
Sales Invoicing Issuance of sales invoices functions HIGH INTEGRITY
The billing area is independent of the
commercial and portfolio area.

Cancellations and returns are

Cancellation requests, receipt of Economic losses and fraud due to cancellations and/or registered by an independent area to
Sales Cancellations and returns, sales returns and application of credit notes HIGH INTEGRITY wallet and commercial, they have documents
unauthorized returns
credit supports that indicate date, value, cost and
casual.
 The commission settlement model is
Economic losses due to inadequate definition
Definition and authorization of the model
from the sales commission payment model and/or HIGH authorized by senior management
ACCURACY AND VALUATION
settlement of sales commissions. unauthorized
Commission settlement of
Sales
sales.

The settled commissions are duly

Economic losses and/or fraud from commissions supported and are authorized by the highest
Settlement of sales commissions unauthorized and inadmissible settlements. HIGH INTEGRITY position of the commercial area and in the frequency
approved.

Detailed conclusions, results of the execution of the audit program that must be presented in the audit report.
After executing the test plan, document the identified findings:
Control Design
2. Moderate and weak control solidity
3. High and moderate residual risk.
to audit.

TEST PLAN FOR THE SALES PROCESS AUDIT

CONTROL WORK PLAN / TESTS

State of the Ref.

Design Control design finding Objective Test Information to validate Type of test working paper
test evidence

1. I requested the policies and procedures of the process of

sales and the levels of authorization of activities
Diligence if weaknesses are identified in verifying the control environment criticism of the process, verify that they are present 1. Policies and procedures of
SUITABLE updated and disclosed CONTROL CLOSED To fill out
design of the control of the sales process sales process
2. Verify that the policies are approved by the
highest governing body of the company

Sales budget for the year

Check the criteria used for the definition of the audited, duly authorized
sales planning and validate if the
minimum criteria (sales history, studies of
Criteria used for the
market, competition, price, promotions
Verify the criteria used discounts, among others) definition of sales planning
Identify if there are weaknesses in the definition of the planning.
Appropriate 2. Verify that the sales budget is this CONTROL CERRADA To complete
control design of sales and the controls of 3. Follow-up indicators of the
authorized by the highest body of the company
monitoring of its execution execution of sales planning
3. Check the periodic measurement indicators,
result of the execution monitoring and
compliance with sales planning. 4. Authorizations of the
modifications of the planning of
sales
 From the data of active clients in the audited period,
Date of active customers in the
select a sample and validate:
audited period
a) supporting documentation required for its creation
(Rut, chamber of commerce, financial statements,
2. Supporting documentation for the
commercial certifications, banking, among others
b) Verification in restrictive lists for less than a year creation of clients from a sample
Verify the authorization and c) Verify the quota and time frame authorized by an area selected.
Make sure to identify weaknesses in the client documentation that
VERY SUITABLE independent from commercial and validate its adequacy CONTROL CLOSED Diligence
control design they enable their creation in the system 3. Support document for the request for
of information parameterization creation of customers, where it
2. Verify that all customer data
comply with the quota and deadline policies defined by the evidence the quota authorization and
deadline.
administration
3. According to the credit policies, request the
4. Sales contracts for a
contract of a customer sample and validate date sample of selected clients.
value, firms.

1. Report of employees that

1. Identify the officials who have access to create, have access to create, modify and
Check the controls
modify and delete clients that should not have this role delete clients in the system of
automatic creation
VERY ADEQUATE Determine if weaknesses are identified in the modification, deletion of
and identify the associated transactions and the last ones information
CONTROL CLOSED To fill out
control design clients in the system of movements applied in the information system of
information according to the system log. 2. List of active officials that
they have the function of creating, modifying
and remove customers

1. Take a sample of product references and

Check if the prices and discounts are parameterized
Price and Discount Report
correspond to those authorized or perform the analysis of
by parameterized product in the
discounts for customers, request the authorizations of the
prices or discounts that do not correspond to the information system.
Check if weaknesses are identified in the Verification of the authorization of the
SUITABLE authorized. SUBSTANTIVE OPEN to fill out
control design prices and discounts 2. Definition support and
2. If deviations were identified from the previous test price modification and
in authorized prices and discounts, verify the discounts of the audited period,
totality of billed references with prices and duly authorized.
unauthorized discounts.

1. Report of officials who

1. Identify the officials who have access to create, have access to create, modify and
Verify the controls modify and eliminate prices and discounts, which should not eliminate prices and discounts in the
automated creation
Diligence if weaknesses are identified in the have this role and identify the associated transactions and information system
Adequate control design modification, deletion of the latest movements applied in the system of CONTROL OPEN to fill out
prices and discounts on the
information according to the system log. 2. List of active officials who
information system
they have the function of creating, modifying
and remove prices and discounts.
 1. Report of officials who
1. Verify that the function to block and unblock is
clients should be independent from the commercial area and have access to block and
unlock orders in the system
billing.
of information
2. Identify the officials who have access to
Verify that the requests for block and unblock orders that should not have
request are approved from this role and identify the associated transactions and the 2. List of active officials that
VERY SUITABLE
Diligence if weaknesses are identified in the agreement regarding the portfolio status and
last movements applied in the system of they have the function of blocking and CONTROL OPEN to attend to
control design customer's ability to pay, and unlock orders.
information according to the system log.
they have the authorizations
3. Analyze the behavior of the client portfolio and
required. 3. Portfolio movements for
check if clients with overdue accounts were billed on third in the audited period.
its historical behavior and if there are clients with
overcrowding without the required authorizations.
4. List of slots and deadlines of
credit of active customers.

1. Verify that the information system requires

request for order to issue sales invoices
2. Verify that the invoicing function for sales and 1. Report of officials that
to be annulled, whether independent of the commercial area and of have access to emit invoices of
collection. sale in the information system
Diligenciar si se identfica debilidades en el Verify the controls of 3. Identify the officials who have access to emit
SUITABLE design of the control facturación (clientes, precios y and annul sales invoices, which should not have this role 2. List of active officials who CONTROL CLOSED to process
discounts
Identify the associated transactions and the last ones in the invoice issuing function.
movements applied in the sales information system.
according to the system log.
4. Verify price, customer, and term editing controls
in the invoicing process.

1. From the report on cancellations and sales returns

registered during the period, take a sample and request:
a) Document signed by the client of the
cancellation and return, which indicates date, reason, Cancellation report and
registered returns in the
quantity and total costs and verify the information
audited period
Verify that the cancellations and
registered in the information system and its authorization
b) Verify the product entry into the inventory of the
sales returns are returns, validating the reasons for return and the 2. Report of employees who
VERY APPROPRIATE
Diligence if weaknesses are identified in the procedures, they should be supported and
required authorizations. have access to register CONTROL IN EXECUTION to fill out
control design authorized and that there is a 2. Verify that the function to emit, annul, and/or register returns in the system of
adequate segregation of sales returns, be independent of the area information
functions for its application commercial and collection.
Identify the officials who have access to 3. List of active officials that
they have the function of recording
register returns, which should not have this role and
sales returns
identify the associated transactions and the last ones
movements applied in the information system of
according to the system log.
 1. Settlement model for
1. Verify that the commission settlement model
Verify that the model of commissions of the audited year,
It is authorized by the highest body of the company
settlement of commissions duly authorized
suitable To address if weaknesses are identified in thefind properly 2. Verify that the liquidation percentages of SUBSTANTIVE AND
CLOSED to fill out
control design authorized for the period
commissions should be parameterized according to the CONTROL
approval of the model, if you find differences please request 2. Authorizations of the
audited modifications of the model of
the authorization documents.
commission settlement.

Verify the correct calculation of 1. Check from a sample of officials from the area 1. Report of the commissions paid
Diligence if weaknesses are identified in the commission settlement, commercial, the commission settlement document for the audit period, NOUN AND
VERY SUITABLE design of the control supporting documents and their duly authorized and carry out the recalculation of identifying date, name, position and CONTROL CLOSED To fill out
authorization according to the defined goal and percentage of settlement. value of the commissions paid.
 HIGH NOT ADEQUATE EFFECTIVE MODERATE
MEDIUM Adequate INEFFECTIVE STRONG

OPPORTUNITY
LOW VERY SUITABLE OF IMPROVEMENT STUPID

CONTROL RISK ACTION FOR IMPROVEMENT

Result of Solidity of Risk Date of

Detail Responsible Cargo
the test control Residual implementation

Moderately ineffective HIGH to fill out To follow up To process to fill out

Moderately Ineffective HIGH To process To attend to To fill out To complete

MODERATELY INEFFECTIVE HIGH To fill out To process To process To process

MODERATE INEFFECTIVE HIGH to fill out To expedite to fill out To process

EFFECTIVE STRONG MEANS to process To process To process To fill out

Effective STRONG Medium To handle To fill out to fill out Process

 EFFECTIVE STRONG HALF to process to fill out to process To fill out

MODERATE UNIT HIGH To fill out to process To fill out To process

EFFECTIVE IDIOT HIGH To fill out to fill out to fill out to fill out
Moderately ineffective HIGH To fill out to fill out to fill out To process

Moderate Ineffective HIGH To complete To process To process To fill out