Chapter 11 The Revenue Cycle Sales and Cash

ﺑﺴﻢ ﺍﻟﻠﻪ ﺍﻟﺮﺣﻤﻦ ﺍﻟﺮﺣﻴﻢ Chapter 11 ﺍﻟﻔﺼﻞ ﺍﻟﺤﺎﺩﻱ ﻋﺸﺮ The Revenue Cycle: Sales and Cash Collections ﺍﻟﻤﺒﻴﻌﺎﺕ ﻭﻗﺒﺾ ﺍﻟﻨﻘﺪﻳﺔ : ﺍﻹﻳﺮﺍﺩ © 2003 Prentice Hall Business Publishing, Accounting Information Systems, 9/e, Romney/Steinbart ﺩﻭﺭﺓ 11 -1

Revenue Cycle Business Activities ﺩﻭﺭﺓ ﺍﻹﻳﺮﺍﺩ ﻓﻲ ﺍﻷﻨﺸﻄﺔ ﺍﻟﺘﺠﺎﺭﻳﺔ ¢ ¢ ¢ 1. Sales order entry process entails three steps: ﺍﺟﺮﺍﺀﺍﺕ ﺍﺩﺧﺎﻝ ﻃﻠﺐ ﺍﻟﻤﺒﻴﻌﺎﺕ 1. Taking the customer’s order ﺍﺧﺬ ﻃﻠﺐ ﺍﻟﻌﻤﻴﻞ 2. Checking and approving the customer’s credit ﺍﻟﺘﺪﻗﻴﻖ ﻭﺍﻟﻤﻮﺍﻓﻘﺔ ﻋﻠﻰ ﺍﻗﺮﺍﺽ ﺍﻟﻌﻤﻴﻞ 3. Checking inventory availability ﺍﻟﺘﺪﻗﻴﻖ ﻓﻲ ﺗﻮﻓﺮ ﺍﻟﺒﻀﺎﺋﻊ Filling customer orders and shipping the desired merchandise – entails two steps: 1. Picking and packing the order ﺍﺧﺘﻴﺎﺭ ﻭﺣﺰﻡ )ﺗﻌﻠﻴﺐ( ﺍﻟﻄﻠﺐ 2. Shipping the order ﺷﺤﻦ ﺍﻟﻄﻠﺐ The third basic activity in the revenue cycle involves: ¢ Billing customers ﻟﻠﻌﻤﻼﺀ ﺍﻋﺪﺍﺩ ﻭﺍﺭﺳﺎﻝ ﺍﻟﻔﻮﺍﺗﻴﺮ 1. Updating accounts receivable ﺗﺤﺪﻳﺚ ﺍﻟﺬﻣﻢ ﺍﻟﻤﺪﻳﻨﺔ Cash collections involves: ﺗﺤﺼﻴﻞ )ﻗﺒﺾ( ﺍﻟﻨﻘﺪ ﻳﺸﻤﻞ 1. Handling customer remittances ﻟﻠﻌﻤﻼﺀ ﺍﻟﺤﻮﺍﻻﺕ ﺍﻟﻨﻘﺪﻳﺔ ﻣﻌﺎﻟﺠﺔ 2. Depositing remittances in the bank ﺍﻟﺤﻮﺍﻻﺕ ﺍﻟﻨﻘﺪﻳﺔ ﻓﻲ ﺍﻟﺒﻨﻚ ﺇﻳﺪﺍﻉ © 2003 Prentice Hall Business Publishing, Accounting Information Systems, 9/e, Romney/Steinbart 3

Shipping (Activity 2) (2 ﺍﻟﺸﺤﻦ )ﺍﻟﻨﺸﺎﻁ ﺭﻗﻢ ¢ ¢ ¢ Warehouse workers are responsible for filling customer orders by removing items from inventory. . ﻋﻤﺎﻝ ﺍﻟﻤﺴﺘﻮﺩﻋﺎﺕ ﻣﺴﺆﻮﻟﻮﻥ ﻋﻦ ﺗﻌﺒﺌﺔ ﻃﻠﺒﺎﺕ ﺍﻟﻌﻤﻴﻞ ﺑﺈﺧﺮﺍﺝ ﺍﻟﻮﺣﺪﺍﺕ )ﺍﻟﻤﻄﻠﻮﺑﺔ( ﻣﻦ ﺍﻟﺒﻀﺎﺋﻊ ¢ Key decisions and information needs: ﺍﻟﻼﺯﻣﺔ ﺍﻟﻘﺮﺍﺭﺍﺕ ﺍﻟﺮﺋﻴﺴﺔ ﻭﺍﻟﻤﻌﻠﻮﻣﺎﺕ l Determine the delivery method. (in-house, outsource) ﺗﺤﺪﻳﺪ ﻃﺮﻳﻘﺔ ﺍﻟﺸﺤﻦ Documents, records, and procedures: ﻭﺍﻹﺟﺮﺍﺀﺍﺕ ﻭﺍﻟﺴﺠﻼﺕ ﺍﻟﻮﺛﺎﺋﻖ l The picking ticket printed by the sales order entry triggers the shipping process and is used to identify which products to remove from inventory. ﻳﺘﻢ ﻃﺒﺎﻋﺔ ﻛﺮﺕ ﺍﻟﺨﻴﺎﺭﺍﺕ ﻣﻦ ﻗﺒﻞ ﻣﺪﺧﻠﻲ ﻃﻠﺐ ﺍﻟﻤﺒﻴﻌﺎﺕ ﻭﻳﺴﺘﺨﺪﻡ ﻟﺘﺤﺪﻳﺪ ﺃﻲ ﺍﻟﻤﻨﺘﺠﺎﺕ ﺗﺮﻓﻊ ﻣﻦ ﺍﻟﺒﻀﺎﺋﻊ l l A physical count is compared with the quantities on the picking ticket and packing slip. ﺍﻟﻌﺪ ﺍﻟﻤﻠﻤﻮﺱ ﻳﻘﺎﺭﻥ ﻣﻊ ﺍﻟﻜﻤﻴﺔ ﻋﻠﻰ ﻛﺮﺕ ﺍﻟﺨﻴﺎﺭﺍﺕ ﻭﻋﻠﻰ ﺑﻄﺎﻗﺔ ﺍﻟﺘﻌﻠﻴﺐ Some spot checks are made and a bill of lading is prepared. ﺗﻮﺿﻊ ﻧﻘﺎﻁ ﻣﺮﺍﻗﺒﺔ ﻭﺗﻌﺪ ﻓﺎﺗﻮﺭﺓ ﺍﻟﺸﺤﻦ © 2003 Prentice Hall Business Publishing, Accounting Information Systems, 9/e, Romney/Steinbart 8

Revenue Cycle Information Needs and Data Model ﺍﻹﻳﺮﺍﺩ ﻭﻧﻤﻮﺫﺝ ﺍﻟﺒﻴﺎﻧﺎﺕ ﺍﻟﻼﺯﻣﺔ ﻟﺪﻭﺭﺓ ﺍﻟﻤﻌﻠﻮﻣﺎﺕ ¢ • • • An AIS is designed to collect, process and store data abut business activities to present management with information to support decision making. It must also supply the information needed to evaluate performance of the following critical processes: ﺍﻟﻼﺯﻣﺔ ﻟﺘﻘﻴﻴﻢ ﺃﺪﺍﺀ ﺍﻟﻌﻤﻠﻴﺎﺕ ﺍﻟﺤﺴﺎﺳﺔ ﻳﺠﺐ ﺃﻦ ﻳﺰﻭﺩ ﻧﻈﺎﻡ ﺍﻟﻤﻌﻠﻮﻣﺎﺕ ﺍﻟﻤﺤﺎﺳﺒﻴﺔ ﺑﺎﻟﻤﻌﻠﻮﻣﺎﺕ ﺍﻟﺘﺎﻟﻴﺔ Respond time to customer inquiries ﻟﻺﺳﺘﺠﺎﺑﺔ ﻟﻄﻠﺒﺎﺕ ﺍﻟﻌﻤﻴﻞ ﺍﻟﻔﺘﺮﺓ ﺍﻟﻤﺴﺘﻐﺮﻗﺔ Time required to fill and deliver orders ﺍﻟﻼﺯﻡ ﻟﺘﻌﺒﺌﺔ ﻭﺗﻮﺻﻞ ﺍﻟﻄﻠﺒﺎﺕ ﺍﻟﻮﻗﺖ Percentage of sales that required back orders ﻧﺴﺒﺔ ﺍﻟﻤﺒﻴﻌﺎﺕ ﺍﻟﺘﻲ ﺑﺤﺎﺟﺔ ﺃﻦ ﻳﻌﺎﺩ ﻃﻠﺒﻬﺎ Customer satisfaction rates and trends ﻧﺴﺒﺔ ﺭﺿﺎﺀ ﺍﻟﻌﻤﻴﻞ ﻭﺇﺗﺠﺎﻫﻬﺎ Profitability analyses by product, customer, and sales region ﺗﺤﻠﻴﻞ ﺍﻟﺮﺑﺤﻴﺔ ﻣﻦ ﺍﻟﻤﻨﺘﺞ ﻭﺍﻟﻌﻤﻴﻞ ﻭﻣﺒﻴﻌﺎﺕ ﺍﻟﻤﻨﻄﻘﺔ Sales volume in both dollars and number of customers ﺣﺠﻢ ﺍﻟﻤﺒﻴﻌﺎﺕ ﺑﺎﻟﻘﻴﻤﺔ ﻭﺍﻟﻜﻤﻴﺔ Effectiveness of advertising and promotions ﻓﺎﻋﻠﻴﺔ ﺍﻟﺪﻋﺎﻳﺔ ﻭﺍﻟﻤﺤﻔﺰﺍﺕ Sales staff performance ﺃﺪﺍﺀ ﻣﻮﻇﻔﻲ ﺍﻟﻤﺒﻴﻌﺎﺕ Bad debt expenses and credit policies ﺗﻜﻠﻔﺔ ﺍﻟﻤﺒﻴﻌﺎﺕ ﺍﻟﻐﻴﺮ ﻣﺤﺼﻠﺔ ﻭﺳﻴﺎﺳﺎﺕ ﺍﻟﺒﻴﻊ ﺑﺎﻟﺪﻳﻦ © 2003 Prentice Hall Business Publishing, Accounting Information Systems, 9/e, Romney/Steinbart 20

Revenue Cycle Information Needs: Operational Data ﺍﻟﺒﻴﺎﻧﺎﺕ ﺍﻟﺘﺸﻐﻴﻠﻴﺔ : ﺍﻹﻳﺮﺍﺩ ﺍﻟﻼﺯﻣﺔ ﻟﺪﻭﺭﺓ ﺍﻟﻤﻌﻠﻮﻣﺎﺕ Operational Data are needed to monitor performance and to perform the following recurring tasks: ﻭﻷﺪﺍﺀ ﺍﻟﻮﻇﺎﺋﻒ ﺍﻟﻤﺘﻜﺮﺭﺓ ﺍﻟﺘﺎﻟﻴﺔ ﺍﻷﺪﺍﺀ ﺇﻥ ﺍﻟﺒﻴﺎﻧﺎﺕ ﺍﻟﺘﺸﻐﻴﻠﻴﺔ ﺿﺮﻭﺭﻳﺔ ﻟﻤﺮﺍﻗﺒﺔ • Respond to customer inquiries about account balances and order status • Decide whether to extend credit to a particular customer • Determine inventory availability • Select methods for delivering merchandise © 2003 Prentice Hall Business Publishing, Accounting Information Systems, 9/e, Romney/Steinbart 21

Revenue Cycle Information Needs: Current and Historical Information ﺍﻟﻤﻌﻠﻮﻣﺎﺕ ﺍﻟﺤﺎﻟﻴﺔ ﻭﺍﻟﺘﺎﺭﻳﺨﻴﺔ : ﺍﻹﻳﺮﺍﺩ ﺍﻟﻼﺯﻣﺔ ﻟﺪﻭﺭﺓ ﺍﻟﻤﻌﻠﻮﻣﺎﺕ Current and historical information is needed to enable management of make the following strategic decisions: ﻹﺗﺨﺎﺫ ﺍﻹﺩﺍﺭﺓ ﺇﻥ ﺍﻟﻤﻌﻠﻮﻣﺎﺕ ﺍﻟﺤﺎﻟﻴﺔ ﻭﺍﻟﺘﺎﺭﻳﺨﻴﺔ ﺗﺤﺘﺎﺟﻬﺎ ﺍﻻﺳﺘﺮﺍﺗﻴﺠﻴﺔ ﺍﻟﺘﺎﻟﻴﺔ • Setting prices for products and services • Establishing policies regarding sales returns and warranties • Deciding what types of credit terms to offer • Determining the need for short-term borrowing • Planning new marketing campaigns © 2003 Prentice Hall Business Publishing, Accounting Information Systems, 9/e, Romney/Steinbart 22 ﺍﺕ

Revenue Cycle Data Model Partial REA Diagram of the Revenue Cycle Inventory order (0, N) Inventory fill order Inventory (0, N) Inventory ship © 2003 Prentice Hall Business Publishing, Accounting Information Systems, 9/e, Romney/Steinbart 23

Revenue Cycle Data Model Partial REA Diagram of the Revenue Cycle Cash (1, N) Deposits in (1, 1) Collects cash by Cashier (1, N) © 2003 Prentice Hall Business Publishing, Accounting Information Systems, 9/e, Romney/Steinbart 24