Align the financial and logistical terms offered to the customer with the contract, risks, and operational capacity.
Payment and delivery terms directly influence the overall value of the offer and the customer's decision. Terms such as payment period, advance payment, installments, delivery location, freight, and installation conditions should all be managed in conjunction with the price.
Sales representatives should only offer options for which they are authorized; exceptional cases require approval from finance, logistics, or management.
Payment terms
Advance payment
Advance and balance
Installment payment
Installment plan
Letter of credit or bank guarantee
Customer credit account
Early payment discount
Delivery conditions
Delivery address and location
Transportation responsibility
Freight included or excluded
Partial delivery
Delivery time
Installation and commissioning
Risk and ownership transfer
Eligibility
Customer credit status
Contract and price list
Product and order type
Country and export regulations
Delivery capacity
Limits of authority and approval.
Transfer to order
Agreed payment and delivery terms must be transferred unchanged between the offer, contract, and order; subsequent changes should be managed through revision and approval.
Manage payment and delivery terms not as mere statements under an offer, but as structured business rules that define financial risk and customer commitment.