Value chain: Sales

As with procurement, the sales department in the company is measured very much by product costs and prices. This naturally leads to a conflict of interest when employees oriented to generating revenue have to make decisions where business is restricted due to legal considerations. However, export controls have a big effect on sales organisations such that if they are not taken into account the results will not be legally compliant.
 
The efficient implementation of requirements for foreign trade can lead to a higher acceptance of this area in the company. For example, an automated name screening of all involved partners and parties can be introduced without considerably affecting sales processes.
 
The following is an overview of the most important challenges which need to be taken into consideration for the sales organisation:

• Export controls: Global knowledge (calculation with international companies) with sensitive use in a constructive manner
• Preferences: Low prices vs. preference dependency of ex works price
• Sensitivity of subject: Only employees with understanding and knowledge of the subject can manage the foreign trade process in a practical way
• Procedural master data: Customers increasingly require foreign trade figures more frequently and incorrect data leads to corresponding consequences