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Auditing and Governance Risk and Compliance · AGRC-031
Auditing Revenue and Sales Processes
Revenue is a key performance measure and a frequent area of misstatement and fraud. Sales processes also involve pricing, discounts, credit and incentives that can leak…
- Duration5 days
- Next date16 - 20 Nov 2026
- Cities8 cities
- Fee from£2,250
Course overview
Why Attend
Revenue is a key performance measure and a frequent area of misstatement and fraud. Sales processes also involve pricing, discounts, credit and incentives that can leak value.
This LLMI course covers revenue recognition principles, order-to-cash process risks, pricing and discount controls, contract review, credit management, billing and collections, sales incentives, revenue analytics and fraud red flags. Participants develop a revenue audit programme.
The course suits internal and external auditors and finance professionals.
Course Objectives
Understand revenue recognition and related risks
Audit the order-to-cash process
Evaluate pricing, discount and contract controls
Audit billing, credit and collections
Review sales incentives and commissions
Apply analytics to revenue data
Target Audience
Internal and external auditors
Finance controllers
Revenue accountants
Commercial finance staff
Risk managers
Audit managers
Course Methodology
Process walkthroughs
Analytics labs
Case studies
Audit programme design
Group discussions
Course outline
-
1Day 1: Revenue Fundamentals
- Revenue recognition principles
- Contract types
- Key risks
- Fraud schemes
- Regulatory focus
- Exercise: Risk identification
-
2Day 2: Order-to-Cash Controls
- Customer onboarding
- Order processing
- Contract review
- Delivery
- Billing
- Workshop: Control mapping
-
3Day 3: Pricing and Incentives
- Price lists
- Discounts and rebates
- Approvals
- Sales commissions
- Margin leakage
- Exercise: Discount analysis
-
4Day 4: Credit and Collections
- Credit limits
- Collections
- Write-offs
- Credit notes
- Reconciliations
- Case study: Revenue manipulation
-
5Day 5: Analytics and Reporting
- Revenue analytics
- Cut-off testing
- Trends
- Findings
- Recommendations
- Capstone: Revenue audit programme
Dates and fees
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