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Exam 11: Salescollection Process

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Question 31

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Consider the following case as you respond to the questions: HSO Corp.designs, manufactures and sells golf carts, scooters and similar vehicles.When a prospective client contacts one of their seven corporate offices, the office manager fills out an "intake questionnaire" to determine if HSO can meet the prospective client's needs.The office manager assembles a team of employees with expertise in design, production, marketing and accounting; the team reviews the intake questionnaire and determines if HSO can take on the order.If so, the office manager prepares a three-page written proposal for the prospective client; the proposal explains the responsibilities of both HSO and the client, along with a timeline and a budget.The proposal is forwarded to the prospective client electronically, and the client has ten calendar days to accept it.If HSO cannot take on the order, the prospective client receives an automatically generated form letter; if the prospective client does not accept the proposal within ten calendar days, they receive a different form letter.The new client remits half of the fee at the time the proposal is accepted, and HSO prepares weekly progress reports as the project moves forward.The reports are filed in HSO's database; a hard copy is sent to the client.On a monthly basis, HSO's office manager prepares a comprehensive status report for all current engagements.One week before each project is concluded, HSO bills the client for half of the remaining amount due; after the client has paid all outstanding invoices, HSO completes the work and bills the client for all remaining amounts.HSO delivers the finished product; the client must pay the full amount due within 30 days of the final invoice date.If the client pays within 15 days, HSO gives a 3% discount off the amount due.Consider the process from HSO's point of view.In a systems flowchart of the process described, all of the following would be represented with the same symbol except:

A) The office manager assembles a team of employees.
B) The team determines if HSO can accept the order.
C) The client decides whether to accept HSO's proposal.
D) HSO determines whether to complete the final work on the project.

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Question 32

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Consider the following set of symbols and the ELM case as you respond to the question: ELM Corporation sells durable medical equipment, such as wheelchairs and hospital beds; each salesperson at ELM specializes in a specific type of medical equipment.When a prospective client comes into their store, a greeter does a preliminary needs assessment to determine what type(s) of equipment the client requires.Based on that preliminary assessment, the greeter will match the client with a member of the sales staff.The staff specialist does a more detailed needs assessment, the results of which go into a computerized database along with the client's name, address, phone number and other related information.After the needs assessment, the staff specialist determines the client's budget, as well as whether the client has insurance coverage for the desired equipment; clients without insurance coverage receive a 10% discount on all equipment purchased up to $1,000, and a 20% discount for any sales over $1,000.The staff specialist makes recommendations based on the client's needs and budget.If the client chooses to purchase from ELM, the store fills out any necessary insurance paperwork and collects the client's portion of the bill.For example, if an insured client purchases a wheelchair with a price of $2,000 and the insurance covers 80%, ELM collects $400 from the client at the time of the sale.ELM accepts cash, checks and major credit cards from clients.Insurance payments go directly to ELM's bank account and normally arrive within 60 days of the sale.If the client needs more than one type of durable medical equipment, the first staff specialist introduces the client to a subsequent staff specialist, who repeats the process until all the client's equipment needs are met. In a systems flowchart of ELM's sales/collection process, "conduct preliminary needs assessment" would most likely be depicted with:

A) Symbol C
B) Symbol D
C) Symbol F
D) Some other symbol not shown above

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Question 33

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Create a systems flowchart of the following sales/collection process.ELM Corporation sells durable medical equipment, such as wheelchairs and hospital beds; each salesperson at ELM specializes in a specific type of medical equipment.When a prospective client comes into their store, a greeter does a preliminary needs assessment to determine what type(s) of equipment the client requires.Based on that preliminary assessment, the greeter will match the client with a member of the sales staff.The staff specialist does a more detailed needs assessment, the results of which go into a computerized database along with the client's name, address, phone number and other related information.After the needs assessment, the staff specialist determines the client's budget, as well as whether the client has insurance coverage for the desired equipment; clients without insurance coverage receive a 10% discount on all equipment purchased up to $1,000, and a 20% discount for any sales over $1,000.The staff specialist makes recommendations based on the client's needs and budget.If the client chooses to purchase from ELM, the store fills out any necessary insurance paperwork and collects the client's portion of the bill.For example, if an insured client purchases a wheelchair with a price of $2,000 and the insurance covers 80%, ELM collects $400 from the client at the time of the sale.ELM accepts cash, checks and major credit cards from clients.Insurance payments go directly to ELM and normally arrive within 60 days of the sale.If the client needs more than one type of durable medical equipment, the first staff specialist introduces the client to a subsequent staff specialist, who repeats the process until all the client's equipment needs are met.

Consider the following short case as you respond to the question: VLC Corporation sold merchandise with a cost of $200 on account for $300 to PRT Corporation; credit terms were 2/10, n/30.VLC paid the outgoing freight charge of $10.PRT paid the invoice within the discount period.The entries in VLC's accounting information system to record all the preceding events will include all of the following except:

Consider the following case as you respond to the questions: HSO Corp.designs, manufactures and sells golf carts, scooters and similar vehicles.When a prospective client contacts one of their seven corporate offices, the office manager fills out an "intake questionnaire" to determine if HSO can meet the prospective client's needs.The office manager assembles a team of employees with expertise in design, production, marketing and accounting; the team reviews the intake questionnaire and determines if HSO can take on the order.If so, the office manager prepares a three-page written proposal for the prospective client; the proposal explains the responsibilities of both HSO and the client, along with a timeline and a budget.The proposal is forwarded to the prospective client electronically, and the client has ten calendar days to accept it.If HSO cannot take on the order, the prospective client receives an automatically generated form letter; if the prospective client does not accept the proposal within ten calendar days, they receive a different form letter.The new client remits half of the fee at the time the proposal is accepted, and HSO prepares weekly progress reports as the project moves forward.The reports are filed in HSO's database; a hard copy is sent to the client.On a monthly basis, HSO's office manager prepares a comprehensive status report for all current engagements.One week before each project is concluded, HSO bills the client for half of the remaining amount due; after the client has paid all outstanding invoices, HSO completes the work and bills the client for all remaining amounts.HSO delivers the finished product; the client must pay the full amount due within 30 days of the final invoice date.If the client pays within 15 days, HSO gives a 3% discount off the amount due.Reviewing the completed intake questionnaire is most closely related to the ___ step of the sales/collection process.

Consider the following statements as you answer the question: i.Felix, a cash receipts clerk, applied Allison's payment to the invoices indicated on her remittance advice.ii.In purchasing books, Allison filled out a form on a bookstore's web site.iii.The bookstore's web site verified Allison's credit limit.iv.William, a warehouse worker, prepared Allison's books for shipment.All of the following steps in the sales/collection process are represented in the four statements except:

Analyze the following narrative.Identify five risk exposures ELM faces; for each exposure, recommend two internal controls.ELM Corporation sells durable medical equipment, such as wheelchairs and hospital beds; each salesperson at ELM specializes in a specific type of medical equipment.When a prospective client comes into their store, a greeter does a preliminary needs assessment to determine what type(s) of equipment the client requires.Based on that preliminary assessment, the greeter will match the client with a member of the sales staff.The staff specialist does a more detailed needs assessment, the results of which go into a computerized database along with the client's name, address, phone number and other related information.After the needs assessment, the staff specialist determines the client's budget, as well as whether the client has insurance coverage for the desired equipment; clients without insurance coverage receive a 10% discount on all equipment purchased up to $1,000, and a 20% discount for any sales over $1,000.The staff specialist makes recommendations based on the client's needs and budget.If the client chooses to purchase from ELM, the store fills out any necessary insurance paperwork and collects the client's portion of the bill.For example, if an insured client purchases a wheelchair with a price of $2,000 and the insurance covers 80%, ELM collects $400 from the client at the time of the sale.ELM accepts cash, checks and major credit cards from clients.Insurance payments go directly to ELM and normally arrive within 60 days of the sale.If the client needs more than one type of durable medical equipment, the first staff specialist introduces the client to a subsequent staff specialist, who repeats the process until all the client's equipment needs are met.

Use COSO's internal control framework to develop an internal control plan for Homemade Craft Company based on the following narrative.Focus your plan on internal controls for the sales/collection process.Homemade Crafts Company (HCC) sells collectible items such as dolls, jewelry, drink coasters and table linens.The company, which has five full-time employees, obtains its merchandise from independent contractors throughout the United States; they then mark up the products and sell them at craft stores and other outlets.Two of the five employees interact with the independent contractors, arranging inventory purchases based on demand for HCC's products and their own personal preferences.Those same employees use their personal vehicles to transport the inventory from HCC's main office to the retail locations where they will be sold.A third employee serves as the company's receptionist, while the fourth manages all aspects of the accounting information system.The company president is the fifth employee, and is in charge of administrative affairs such as hiring, performance evaluation and publicity.HCC purchases its entire inventory on account from the independent contractors, some of whom offer cash discount terms for early payment.All HCC's sales are for cash; each inventory item is marked up 25% on its cost to determine the selling price.For example, if a product costs $100 to buy, HCC sells it for $125.The two sales employees bring all cash receipts back to HCC's main office; the receptionist deposits the cash in the bank at least once a week.

"The appropriate department processes the customer's check" is an example of which step in the sales/collection process?

The adjective "pre-numbered" is associated with which generic element of an accounting information system?

Consider the following short case as you respond to the question: SPC Corporation sells computer security software.They maintain their AIS using general ledger software; data files are backed up twice a day.Sales staff can access the customer database, inventory files and general ledger, as well as sales-related documents such as invoices and sales orders.Newly hired sales staff members at SPC receive the company procedures manual which explains the process used to complete the steps in the sales/collection process.To minimize costs, SPC designates up to five sales staff members each month who can do credit checks for all new customers in addition to processing sales.SPC bills its clients monthly and uses the balance forward method of accounting for receivables; all cash receipts from clients are processed using a lockbox procedure.The lockbox firm's fee is 3% of all collections.SPC's accounting department estimates bad debts at the end of each fiscal year; they are normally about 1% of total sales.SPC's internal control in the sales/collection process would be strengthened by making changes in:

Consider the following short case as you respond to the question: VLC Corporation sold merchandise with a cost of $200 on account for $300 to PRT Corporation; credit terms were 2/10, n/30.VLC paid the outgoing freight charge of $10.PRT paid the invoice within the discount period.Assume VLC's general ledger showed a balance in cash of $600 before the preceding events; assume VLC's balance in inventory was also $600.Which of the following statements is most true?

In a paper on the role and purpose of the sales/collection process, Bumble Beasley wrote: "The sales/collection process is exclusively concerned with selling products on credit and collecting cash from clients." Which of the following should be deleted from his statement?

As a form of internal control, a bank reconciliation is most closely related to which step in the sales/collection process?

Which of the following steps in the sales/collection process occurs last?

Accounting information systems have five generic elements.Which of the following would most appropriately be labeled "storage" within the context of the sales/collection process?

Internal controls that address liquidity risk include:

Accounting information systems have five generic elements.Identify and describe one example of each element in the sales/collection process of Homemade Crafts Company based on the following narrative: Homemade Crafts Company (HCC) sells collectible items such as dolls, jewelry, drink coasters and table linens.The company, which has five full-time employees, obtains its merchandise from independent contractors throughout the United States; they then mark up the products and sell them at craft stores and other outlets.Two of the five employees interact with the independent contractors, arranging inventory purchases based on demand for HCC's products and their own personal preferences.Those same employees use their personal vehicles to transport the inventory from HCC's main office to the retail locations where they will be sold.A third employee serves as the company's receptionist, while the fourth manages all aspects of the accounting information system.The company president is the fifth employee, and is in charge of administrative affairs such as hiring, performance evaluation and publicity.HCC purchases its entire inventory on account from the independent contractors, some of whom offer cash discount terms for early payment.All HCC's sales are for cash; each inventory item is marked up 25% on its cost to determine the selling price.For example, if a product costs $100 to buy, HCC sells it for $125.The two sales employees bring all cash receipts back to HCC's main office; the receptionist deposits the cash in the bank at least once a week.

Which of the following statements about the role and purpose of the sales/collection process is most true?

Company A sells goods to its customers on credit; Company B sells services to its customers for cash.Which of the following statements is most true?