Audit of Marketing and Sales

Focus and Features

Sales and Marketing functions are often regarded as the lifeblood of a company bringing in the revenues. As sales & marketing is core to any business enterprise, both internal auditors and cross-functional teams need to be equipped with the right capability and tools to ensure that these highly dynamic functions are well-controlled.

This program covers controls over key Commercial Processes including Selling, Marketing and Third Party Governance (Distributors, Media and Creative Agencies, Promo and Marketing Service). Cross-functional teams within the organization need to be aware of how company resources can be efficiently and effectively utilized in order to ensure delivery of business objectives and strategies. Also, governance of business partners and third parties is critical to a company's success, thus, the need to ensure that their processes are in line with company guidelines.

This course provides a basic understanding of Sales & Marketing auditing principles and tools both for auditors as well as non-auditors with internal control responsibilities. The methodologies include a combination of lectures, case studies and group discussions to provide a comprehensive learning process.

What You Will Learn

The program will enable participants to learn and/or apply the following:

Sales & Marketing Audit Overview

• Budget and Forecast Authorization, Communication and Monitoring
• Pricing
• Customer Contracts and Business Plan Review and Alignment
• Third Party Governance

COMMON SALES AND MARKETING PROCESSES AND CONTROL WATCHOUTS

Budget And Forecast Authorization, Communication And Monitoring

• Initial Budget/Forecast and Subsequent Changes
• Portfolio Allocation
• Spending Criteria
• Project Plan – Pre and Post Analysis
• Spending Review on Efficiency and Effectiveness
• Budget Tracking and Reconciliation

Financial Recording

• Accruals
• Prepayments
• Review
• Approval
• Monitoring

Marketing Processes And Control Watchouts Pricing

• Planning and Analysis
• Approval
• Communication

SALES PROCESSES AND CONTROL WATCHOUTS

Customer Contracts and Business Plan Review and Alignment

• Customer Contracts and Business Plan
• Eligibility Criteria
• Payment/Trade Terms Alignment
• Approval
• Communication
• Performance Documentation and Verification
• Customer Payment Request, Review, Approval and Processing

THIRD PARTY PROCESSES AND CONTROL WATCHOUTS

Third Party Governance

• Roles and Responsibilities
• Training
• Selection and Termination
• Contract and Operations Management
• Performance Reviews
• Asset Management
• Inventory and Samples
• Equipments
• Intellectual Property (i.e. Promotions) and Information Security
• Payment Validation and Monitoring
• Discounts/Rebates

OTHERS

Special Topics

• General Controls on Systems used in Sales and Marketing
• Fraud Detection and Prevention
• Best Auditing Practices

Case Study & Group Discussion

Who Should Attend

The seminar is ideal for Sales & Marketing auditors as well as cross-functional teams with audit oversight functions – Marketing, Sales and Contract Managers.