From Sales to Cash

A signed sale is not cash in the bank.

In many companies, revenue is growing, orders are piling up, and sales targets appear to have been met. Yet cash flow remains under pressure. Between closing a deal and actually receiving the money lies an entire business cycle that is often underestimated: quotation, negotiation, account opening, order processing, credit assessment, delivery, invoicing, dispute management, collections, payment receipt, and cash application.

From Sales to Cash offers a comprehensive, practical, and educational exploration of the Quote-to-Cash cycle and Credit Management. It shows that selling on credit can be a powerful commercial tool while also representing a form of financing granted to the customer.

Rather than reducing Credit Management to invoice chasing or order blocking, this book presents it as a decision-making function at the heart of business performance: which risks should be accepted, under what conditions, for what expected return, with which safeguards, and with what impact on cash flow?

Designed as an open educational resource, this handbook is intended for students, early-career professionals, and anyone wishing to discover or deepen their knowledge of the customer lifecycle, its financial implications, and its role in value creation.

The handbook is made freely available for reading, sharing, and non-commercial adaptation with attribution under the Creative Commons Attribution - NonCommercial 4.0 International license (CC BY-NC 4.0).