Expense control form - Sales Management

Reporting and control of sales force expenses(see example Table) is essential if a manager is to keep costs within budgets, and is also required for auditing purposes. At the same time, integrity is a vital quality in the sales force, where there can be more scope for abuse of systems than in many office based positions (and any abuses identified should be dealt with quickly and firmly according toga company’s disciplinary procedures). The common alternative approaches to controlling sales expenses are to:

  • state fixed daily allowances for approved expense items (where the allowances are realistic and at such a level to permit hellfire of responsibilities)
  • establish standard guidelines for meals/accommodation, and reimburse expenses against receipts.

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Sales Management Topics