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Intermediate Certificate on pass

Sales Management

From quotation to invoice — manage customers, orders, and fulfilment without losing stock accuracy.

4 lessons 40 min 5-question assessment 70% to pass
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What you’ll learn

  • Trace the quotation → order → invoice flow
  • Manage customer records and credit terms
  • Understand how fulfilment affects inventory
  • Read the sales numbers that matter

Course content

4 lessons · 40 min of reading
01
Lesson 1 of 4 Reading 10 min

The sales document flow

Structured selling moves through documents: a quotation offers a price, a sales order confirms the customer’s commitment, and an invoice requests payment for what was delivered. Each step builds on the last, so nothing is re-typed and everything is traceable.

Keeping the flow connected means a question like "what did we quote, what did they order, and what have we invoiced?" is answered instantly — not pieced together from emails.

Key takeaways

  • Quotation → sales order → invoice.
  • Each document builds on the previous one.
  • The flow stays traceable end to end.
02
Lesson 2 of 4 Reading 10 min

Customers and credit

Customer records hold contacts, terms, and transaction history. For customers who buy on credit, credit terms and limits matter: they define how much a customer can owe before new orders need review.

Tracking this in one place protects cash flow — you can see who owes what and avoid extending more credit than is wise.

Key takeaways

  • Customer records carry terms and history.
  • Credit limits cap exposure before review is needed.
  • Visibility of receivables protects cash flow.
03
Lesson 3 of 4 Reading 10 min

Fulfilment and inventory

A sale is a promise to deliver, and fulfilling it draws on real stock. When goods are dispatched against an order, inventory is issued — the same disciplined movement used everywhere in AWRA.

This is why sales and inventory cannot be separate systems: an order you cannot fulfil is a problem, and only a connected view tells you in time.

Key takeaways

  • Fulfilling an order issues real stock.
  • Sales depend on accurate, connected inventory.
  • A connected view flags un-fulfillable orders early.
04
Lesson 4 of 4 Practice 10 min

Reading the sales numbers

Good sales reporting answers practical questions: what is selling, to whom, at what margin, and what is still owed. Because the documents are connected, these reports come from real activity rather than manual tallies.

The discipline is to act on them — chase overdue invoices, double down on what sells, and spot slow movers before they tie up cash.

Key takeaways

  • Reports show what sells, to whom, at what margin.
  • Numbers come from connected documents, not tallies.
  • The value is acting on them — collections and focus.

Finished the material?

Take the 5-question assessment and earn your certificate — 70% to pass.

Take the assessment

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