☑️ Sales Process Terminology

Unvalidated Sale

The first status of a sale is called Unvalidated. Initially, the sale will also be Unauthorised. This is when the Sale is first being created and figures can be amended as needed.

Invoices can be printed for the customer and Park representatives to sign.

The sale can be cancelled at this point if the customer decides not to go ahead.

Authorising the Sale

The first ‘Control’ stage of the Sales process is when the unvalidated Sale is ‘Authorised’ by selecting the ‘Authorise for Validation’ option on the right hand navigation menu. This is normally carried out by the General Manager at Park (or another designated user) and confirms their agreement that they are happy with the Deal. This means they’ve done the initial check on the price, the included ancillaries and the margin (profit) that the sale will make, and they’re happy for the sale to proceed.

A Sale should have a Deposit Amount posted to the Sales Ledger prior to Authorisation. When the Sale has been ‘Authorised’, Park users are no longer able to make any changes or amendments to the Sale, however, they are still able to print off Sales Invoices or Cancel the Sale.

Validated Sale

Once the Sale is ‘Authorised’ at Park the designated Team or User(s) process the ‘Validation’ of the sale. This process varies between businesses but generally includes items such as

• Checking that paperwork is correct and fully signed

• Checking that all monies have been received

• Confirming that you’ve received ID and Proof of Address from all signees

• Confirming that any internal policies are met - for example, do you need approval for a discount? Have all the mandatory ancillaries been included? Has the customer been charged correctly for a decking?

You can use the Profit Confirmed Question to build up your own validation checklist to help your team ensure they’re getting it right first time

Once you’re satisfied the Sale is ready for the customer to hand over, and you’re ready for the revenue to be recognised, you can ‘Validate & Post Sale’ on the right hand navigation menu

Completed Sale

The Sale is complete once the customer moves into the Holiday Home, or takes it off site in the event of a Trade Sale. The status will automatically move to ‘Completed’ once the ‘Actual Handover Date’ is entered, as long as the Sales Ledger balance is zero or less.

You should wait until the sale is Validated to enter the Actual Handover Date wherever possible - entering this date prior to Validation means that the system can’t show you if there’s a problem moving from Validated to Completed, as it’s trying to go from Unvalidated straight to Completed