有效地管理销售应收款

1.对应收款管理的几点认识
现金流是销售工作的终极目标
赊销是应收款产生的主要原因
引起赊销的业务困境
客户对于付款顺序的认知

2.应收款的财务管控
认识应收账款管理中的显性成本和隐性成本
信用期限与信用额度的控制
设置赊销条件引起提前付款折扣的费用
坏帐可能引起的或有费用

3.应收款的日常管理
了解你的客户
应收款管理从合同开始
客户信用的预警机制
日常管理的工具：客户信用档案
应收款的应急预案

4.应收款的沟通策略
拜访的准备
对客户的服务
对客户销售的管理
回款催收
回款成果及巩固

5.应收款管理的盘外招——提升业务人员的价值
客户付款只是因为您的价值
应收款的法律问题
那些和应收款无关的客户问题

1. Some basic knowledges about receivables management
Cash flow - the ultimate target of sales
Sales on credit - the main reason for producing receivables
Analysis on business difficulties leading to sales on credit
Analysis of the payment sequence from the angle of clients

2. The financial control of receivables
The explicit and implicit costs in receivables management
Credit periods and credit limits
The extra discounts caused by the credit terms
The contingent expenses due to bad debts

3. Daily management of receivables
Understanding your clients
Contract - the first step of receivables management
The early warning mechanism for clients’ credit
The daily management tool: the clients’ credit files
The contingency plan for receivables

4. Communication strategy in receivables management
Preparing visits
Providing the professional services for clients
Managing sales
Recalling receivables
Analyzing and strengthenning payments back

5. Special skills in receivables management - improving sales people’s value
Clients’ payments only for your value
Some legal issues in receivables management
The clients’ problems not related to receivables management