Sales (Inquiry to Cash): Risk and Control Matrix (Excel)
53 controls (38 key) for 13 objectives and 28 risks, each with walkthrough questions, evidence to ask for and test steps.
Risk Control Matrix · editable Excel · 3 sheets · ₹149 / $1.49 · lifetime access, up to 5 downloads
This matrix follows the sales cycle from inquiry to cash: pricing, discount and credit policies, the authority matrix, annual business planning and sales targets, customer, price and scheme master data, product costing for pricing and competitor monitoring, marketing spend, distributor appointment, lead and proposal management, sales order processing, credit management, invoicing (including GST e-invoicing), sales returns and credit notes, receivables monitoring and collection, revenue cut-off, bad-debt provisioning and customer complaints. For every control you see what good looks like, whether it is preventive or detective, manual or automated, how often it runs and whether it is a key control, plus the walkthrough questions, evidence to request and steps to test it. Record what you find, the control owner and any gap in the same sheet: the Summary sheet counts effective, partly effective and ineffective controls by objective as you go. Written so that an auditor new to the process can use it, and detailed enough for experienced reviewers. Editable Excel.
What's inside
- Read Me: how the matrix is laid out and how to use it in an audit
- Risk-Control Matrix: 13 objectives, 28 risks and 53 controls (38 key)
- Each control: type, nature, frequency, key or supporting, and how to evaluate it
- Columns for your response, evidence seen, control owner and gap / action
- Summary sheet: results by objective, updated automatically
Topics: Sales and Marketing
Learn it on video
- Case Study: How to Analyse Credit Limits and Data-Mine Purchase Orders (9 min)
- How to Link Risks to Controls: The Risk and Control Matrix (RCM) (12 min)
- How to Describe Controls in the RCM: Method, Type, Frequency and Test Procedure (8 min)
- How to Test Controls (2): Test of Operating Effectiveness (7 min)
More risk control matrix
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- Capital Projects and Capital Expenditure: Risk and Control Matrix (Excel) (editable Excel, ₹149 / $1.49): 68 controls (46 key) for 12 objectives and 19 risks, each with walkthrough questions, evidence to ask for and test steps.
- Cash and Treasury: Risk and Control Matrix (Excel) (editable Excel, ₹149 / $1.49): 39 controls (26 key) for 13 objectives and 19 risks, each with walkthrough questions, evidence to ask for and test steps.
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