{"id":999980784,"date":"2026-05-04T09:34:05","date_gmt":"2026-05-04T02:34:05","guid":{"rendered":"https:\/\/bizzi.vn\/?p=999980784"},"modified":"2026-06-03T23:31:08","modified_gmt":"2026-06-03T16:31:08","slug":"managing-the-costs-of-the-market-sales-team","status":"publish","type":"post","link":"https:\/\/bizzi.vn\/en\/managing-the-costs-of-the-market-sales-team\/","title":{"rendered":"Effective strategies for managing the costs of a field sales team."},"content":{"rendered":"<p><span style=\"font-weight: 400;\">Managing the costs of a field sales team is always a headache for CFOs and Chief Accountants. Geographic dispersion exposes businesses to the risk of budget leaks, fraudulent business expense invoices, and invalid documentation leading to tax disallowances. Meanwhile, manual approval processes not only stifle cash flow but also reduce sales performance.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This article by Bizzi will provide a comprehensive digitalization strategy, helping businesses tightly control every Opex unit and optimize efficiency. <\/span><b>sales cost management<\/b><span style=\"font-weight: 400;\">.<\/span><\/p>\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_80 counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Index<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewbox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewbox=\"0 0 24 24\" version=\"1.2\" baseprofile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/bizzi.vn\/en\/managing-the-costs-of-the-market-sales-team\/#Chi_phi_doi_ngu_sales_thi_truong_gom_nhung_khoan_muc_nao\" >What are the costs associated with a field sales team?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/bizzi.vn\/en\/managing-the-costs-of-the-market-sales-team\/#Rui_ro_dong_tien_va_thue_khi_quan_ly_chi_phi_sales_thu_cong_la_gi\" >What are the cash flow and tax risks of managing sales expenses manually?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/bizzi.vn\/en\/managing-the-costs-of-the-market-sales-team\/#Lam_sao_de_thiet_lap_han_muc_chi_tieu_sales_hop_chuan_Thue_TNDN\" >How to set sales spending limits that comply with Corporate Income Tax regulations?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/bizzi.vn\/en\/managing-the-costs-of-the-market-sales-team\/#Cach_so_hoa_quy_trinh_duyet_chi_va_doi_soat_hoa_don_sales_bang_AI\" >How to digitize the sales invoice approval and reconciliation process using AI?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/bizzi.vn\/en\/managing-the-costs-of-the-market-sales-team\/#Cau_hoi_thuong_gap_FAQ_ve_quan_ly_chi_phi_sales_thuc_dia\" >Frequently Asked Questions (FAQ) about field sales cost management<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/bizzi.vn\/en\/managing-the-costs-of-the-market-sales-team\/#Phu_cap_an_trua_di_lai_cua_sales_co_can_hoa_don_khong\" >Do sales staff need receipts for lunch and travel allowances?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/bizzi.vn\/en\/managing-the-costs-of-the-market-sales-team\/#Ke_toan_xu_ly_the_nao_khi_hoa_don_xang_xe_sai_ten_cong_ty\" >How should an accountant handle a fuel receipt with the wrong company name?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/bizzi.vn\/en\/managing-the-costs-of-the-market-sales-team\/#Chi_phi_POSM_va_trung_bay_tai_diem_ban_quan_ly_ra_sao\" >How are POSM and point-of-sale display costs managed?<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/bizzi.vn\/en\/managing-the-costs-of-the-market-sales-team\/#Ket_luan\" >Conclude<\/a><\/li><\/ul><\/nav><\/div>\n<h2><span class=\"ez-toc-section\" id=\"Chi_phi_doi_ngu_sales_thi_truong_gom_nhung_khoan_muc_nao\"><\/span><b>What are the costs associated with a field sales team?<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">The cost of the field sales team is total. <a href=\"https:\/\/bizzi.vn\/chi-phi-van-hanh-la-gi\">Operating expenses (Opex)<\/a> This issue arises when employees conduct sales activities in the field.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">From a management perspective, the CFO needs to clearly differentiate three core cost groups. First, fixed costs such as base salaries and equipment depreciation. Second, variable costs linked to sales performance such as commissions. Third \u2013 and also the riskiest group \u2013 are travel and on-site expenses (T&amp;E), including accommodation, fuel, and client entertainment.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Total market sales costs can be understood using the following formula: <\/span><b>Personnel costs + Travel expenses + <a href=\"https:\/\/bizzi.vn\/chi-phi-marketing-la-gi\">Entertainment\/Marketing expenses<\/a> at the point of sale<\/b><span style=\"font-weight: 400;\">In particular, the T&amp;E (Technical and Economic) group is a &quot;budget black hole&quot; due to the difficulty in controlling valid invoices and the ease with which fraud can occur. This is also the focus of the strategy. <\/span><a href=\"https:\/\/bizzi.vn\/quan-tri-chi-phi-ban-hang-la-gi\/\"><b>sales cost management<\/b><\/a><span style=\"font-weight: 400;\"> Modern processes need to be addressed.<\/span><\/p>\n<figure id=\"attachment_999980786\" aria-describedby=\"caption-attachment-999980786\" style=\"width: 1200px\" class=\"wp-caption aligncenter\"><img fetchpriority=\"high\" decoding=\"async\" class=\"wp-image-999980786 size-full\" src=\"https:\/\/bizzi.vn\/wp-content\/uploads\/2026\/05\/quan-ly-chi-phi-doi-ngu-sales-thi-truong-3.webp\" alt=\"sales team cost management\" width=\"1200\" height=\"627\" title=\"\" srcset=\"https:\/\/bizzi.vn\/wp-content\/uploads\/2026\/05\/quan-ly-chi-phi-doi-ngu-sales-thi-truong-3.webp 1200w, https:\/\/bizzi.vn\/wp-content\/uploads\/2026\/05\/quan-ly-chi-phi-doi-ngu-sales-thi-truong-3-300x157.webp 300w, https:\/\/bizzi.vn\/wp-content\/uploads\/2026\/05\/quan-ly-chi-phi-doi-ngu-sales-thi-truong-3-1024x535.webp 1024w, https:\/\/bizzi.vn\/wp-content\/uploads\/2026\/05\/quan-ly-chi-phi-doi-ngu-sales-thi-truong-3-768x401.webp 768w, https:\/\/bizzi.vn\/wp-content\/uploads\/2026\/05\/quan-ly-chi-phi-doi-ngu-sales-thi-truong-3-18x9.webp 18w\" sizes=\"(max-width: 1200px) 100vw, 1200px\" \/><figcaption id=\"caption-attachment-999980786\" class=\"wp-caption-text\">Field sales team costs are all operating expenses (Opex) incurred when employees conduct field sales activities.<\/figcaption><\/figure>\n<p><span style=\"font-weight: 400;\">Understanding the cost structure is only the first step; the bigger challenge lies in managing the enormous volume of paperwork generated daily.<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"Rui_ro_dong_tien_va_thue_khi_quan_ly_chi_phi_sales_thu_cong_la_gi\"><\/span><b>What are the cash flow and tax risks of managing sales expenses manually?<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">When businesses still operate using manual methods, managing the cost of sales will give rise to three major risks: losses due to fraud, tax risks, and bottlenecks. <a href=\"https:\/\/bizzi.vn\/dong-tien-la-gi\">cash flow<\/a>.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">First and foremost is the risk of fraud and budget overruns. Employees may inflate fuel expenses, alter meal receipts, or submit duplicate documents. Small discrepancies, when repeated frequently, can result in significant losses that CFOs may find difficult to detect through manual checks alone.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Next is the tax risk. Invoices from restaurants, hotels, or gas stations can easily contain incorrect information or come from suppliers that are no longer operating. In that case, the expenses will be disallowed as deductible expenses when calculating corporate income tax, directly reducing after-tax profits.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Finally, there is the issue of working capital bottlenecks. Slow reimbursement processes due to paperwork approvals cause advances to be suspended, distorting cash flow reports and impacting the ability to manage capital.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">These three risks form an \u201cimpossible triangle\u201d: Sales wants quick reimbursement, accounting requires accurate documentation, and the CFO needs budget control. Manual processes are almost incapable of simultaneously meeting all three requirements.<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"Lam_sao_de_thiet_lap_han_muc_chi_tieu_sales_hop_chuan_Thue_TNDN\"><\/span><b>How to set sales spending limits that comply with Corporate Income Tax regulations?<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">To effectively manage sales expenses and ensure tax compliance, businesses need to start by establishing a clear financial policy. This policy should specifically define limits on business travel expenses, entertainment expenses according to rank, and conditions for using valid invoices.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">An expense is considered legitimate if it meets three core criteria: it serves business operations, is supported by complete and legitimate invoices and documentation, and is paid non-cash with transactions of 5 million VND or more. This is a fundamental principle for protecting expenses from tax authorities.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">However, simply issuing regulations on paper is not enough. In reality, accountants cannot remember and manually check every clause for hundreds of invoices every day. Therefore, CFOs need to translate these regulations into &quot;hard rules&quot; on the system, combined with &quot;soft rules&quot; for flexible warnings.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">For example, a business can set a limit on entertainment expenses that does not exceed 2% of regional revenue. If the limit is exceeded, the system will automatically alert or block the transaction. This represents a shift from passive to proactive control in cost management.<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"Cach_so_hoa_quy_trinh_duyet_chi_va_doi_soat_hoa_don_sales_bang_AI\"><\/span><b>How to digitize the sales invoice approval and reconciliation process using AI?<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Digitalization is key to comprehensively addressing the challenge of managing sales costs in a distributed environment. Instead of manual paper-based processing, businesses need an integrated system combining mobile approval and AI technology.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In the modern model, sales staff simply need to photograph the invoice and upload it to the application. The system will automatically extract data using OCR, check budget limits, and verify its validity with the tax authorities almost in real time.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Bizzi Expense acts as a budget controller, ensuring all expenses stay within approved limits. Simultaneously, Bizzi Bot uses AI to read invoices, verify tax identification numbers, and set up control barriers to detect duplicates and alert to fraud in just seconds.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The most important point is that all the cleaned data will be pushed directly into the ERP system. This gives the CFO a dashboard to track expenses in real time, significantly shortens closing time, and ensures tax records are always ready for audit.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In other words, automation not only helps &quot;reduce the workload for accountants&quot; but also transforms <\/span><b>sales cost management<\/b><span style=\"font-weight: 400;\"> into a proactive financial control system.<\/span><\/p>\n<figure id=\"attachment_999980759\" aria-describedby=\"caption-attachment-999980759\" style=\"width: 1248px\" class=\"wp-caption aligncenter\"><img decoding=\"async\" class=\"wp-image-999980759 size-full\" src=\"https:\/\/bizzi.vn\/wp-content\/uploads\/2026\/05\/trich-xuat-du-lieu-hoa-don-4.png\" alt=\"effective sales team cost management\" width=\"1248\" height=\"646\" title=\"\" srcset=\"https:\/\/bizzi.vn\/wp-content\/uploads\/2026\/05\/trich-xuat-du-lieu-hoa-don-4.png 1248w, https:\/\/bizzi.vn\/wp-content\/uploads\/2026\/05\/trich-xuat-du-lieu-hoa-don-4-300x155.png 300w, https:\/\/bizzi.vn\/wp-content\/uploads\/2026\/05\/trich-xuat-du-lieu-hoa-don-4-1024x530.png 1024w, https:\/\/bizzi.vn\/wp-content\/uploads\/2026\/05\/trich-xuat-du-lieu-hoa-don-4-768x398.png 768w, https:\/\/bizzi.vn\/wp-content\/uploads\/2026\/05\/trich-xuat-du-lieu-hoa-don-4-18x9.png 18w\" sizes=\"(max-width: 1248px) 100vw, 1248px\" \/><figcaption id=\"caption-attachment-999980759\" class=\"wp-caption-text\">Bizzi uses AI technology to warn suppliers about high-risk tax issues and the issuance of illegal electronic invoices for buying and selling transactions.<\/figcaption><\/figure>\n<h2><span class=\"ez-toc-section\" id=\"Cau_hoi_thuong_gap_FAQ_ve_quan_ly_chi_phi_sales_thuc_dia\"><\/span><b>Frequently Asked Questions (FAQ) about field sales cost management<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Field sales expense management focuses on optimizing travel, entertainment, and business trip expenses, ensuring transparency through digital tools. Frequently asked questions include reimbursement procedures, expense limits, use of management software, and valid documentation.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Below is a detailed set of Frequently Asked Questions (FAQs) on managing field sales expenses:<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Phu_cap_an_trua_di_lai_cua_sales_co_can_hoa_don_khong\"><\/span><b>Do sales staff need receipts for lunch and travel allowances?<\/b><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">If the company has clearly stipulated the allowance (Per Diem) in its financial regulations or employment contract, this amount is still considered a reasonable expense and does not require an invoice.<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Ke_toan_xu_ly_the_nao_khi_hoa_don_xang_xe_sai_ten_cong_ty\"><\/span><b>How should an accountant handle a fuel receipt with the wrong company name?<\/b><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">In cases where the name is incorrect but the tax identification number is correct, the business can create an adjustment record. However, if using an automated system, this error will be detected from the outset and a request for a reissued invoice will be made promptly.<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Chi_phi_POSM_va_trung_bay_tai_diem_ban_quan_ly_ra_sao\"><\/span><b>How are POSM and point-of-sale display costs managed?<\/b><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">These are non-trade expenses that need to be budgeted separately. When making payments, businesses should compare the proposed expenses, supporting evidence (display images), and invoices to ensure transparency.<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"Ket_luan\"><\/span><b>Conclude<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Managing the costs of a field sales team is no longer a simple accounting problem but a crucial financial strategy. When costs are dispersed and constantly accumulating, any gaps in control can lead to budget losses and serious tax risks.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The article highlighted three core pillars: understanding the cost structure correctly, controlling risks through financial regulations, and applying technology to automate the entire process. Of these, the shift from manual to digital management is a decisive factor in helping businesses both control costs and increase operational efficiency.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Solutions like Bizzi not only automate invoice processing but also establish a real-time cost control ecosystem. For CFOs, this is a tool to protect cash flow, optimize P&amp;L, and build a sustainable long-term financial foundation.<\/span><\/p>\n<p><i><span style=\"font-weight: 400;\">To receive advice on effective corporate financial management solutions, schedule an appointment with Bizzi here: <\/span><\/i><a href=\"https:\/\/bizzi.vn\/dat-lich-demo\/\"><i><span style=\"font-weight: 400;\">https:\/\/bizzi.vn\/dat-lich-demo\/<\/span><\/i><\/a><\/p>","protected":false},"excerpt":{"rendered":"<p>Qu\u1ea3n l\u00fd chi ph\u00ed \u0111\u1ed9i ng\u0169 sales th\u1ecb tr\u01b0\u1eddng lu\u00f4n l\u00e0 b\u00e0i to\u00e1n \u0111au \u0111\u1ea7u c\u1ee7a c\u00e1c CFO v\u00e0 K\u1ebf to\u00e1n tr\u01b0\u1edfng. S\u1ef1 ph\u00e2n t\u00e1n&#8230;<\/p>","protected":false},"author":56,"featured_media":999980785,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[54],"tags":[],"class_list":["post-999980784","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-so-tay-ke-toan"],"acf":[],"_links":{"self":[{"href":"https:\/\/bizzi.vn\/en\/wp-json\/wp\/v2\/posts\/999980784","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/bizzi.vn\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/bizzi.vn\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/bizzi.vn\/en\/wp-json\/wp\/v2\/users\/56"}],"replies":[{"embeddable":true,"href":"https:\/\/bizzi.vn\/en\/wp-json\/wp\/v2\/comments?post=999980784"}],"version-history":[{"count":1,"href":"https:\/\/bizzi.vn\/en\/wp-json\/wp\/v2\/posts\/999980784\/revisions"}],"predecessor-version":[{"id":999980787,"href":"https:\/\/bizzi.vn\/en\/wp-json\/wp\/v2\/posts\/999980784\/revisions\/999980787"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/bizzi.vn\/en\/wp-json\/wp\/v2\/media\/999980785"}],"wp:attachment":[{"href":"https:\/\/bizzi.vn\/en\/wp-json\/wp\/v2\/media?parent=999980784"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/bizzi.vn\/en\/wp-json\/wp\/v2\/categories?post=999980784"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/bizzi.vn\/en\/wp-json\/wp\/v2\/tags?post=999980784"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}