有效地管理銷售應(yīng)收款

1.對(duì)應(yīng)收款管理的幾點(diǎn)認(rèn)識(shí)
現(xiàn)金流是銷售工作的終極目標(biāo)
賒銷是應(yīng)收款產(chǎn)生的主要原因
引起賒銷的業(yè)務(wù)困境
客戶對(duì)于付款順序的認(rèn)知

2.應(yīng)收款的財(cái)務(wù)管控
認(rèn)識(shí)應(yīng)收賬款管理中的顯性成本和隱性成本
信用期限與信用額度的控制
設(shè)置賒銷條件引起提前付款折扣的費(fèi)用
壞帳可能引起的或有費(fèi)用

3.應(yīng)收款的日常管理
了解你的客戶
應(yīng)收款管理從合同開始
客戶信用的預(yù)警機(jī)制
日常管理的工具：客戶信用檔案
應(yīng)收款的應(yīng)急預(yù)案

4.應(yīng)收款的溝通策略
拜訪的準(zhǔn)備
對(duì)客戶的服務(wù)
對(duì)客戶銷售的管理
回款催收
回款成果及鞏固

5.應(yīng)收款管理的盤外招——提升業(yè)務(wù)人員的價(jià)值
客戶付款只是因?yàn)槟膬r(jià)值
應(yīng)收款的法律問題
那些和應(yīng)收款無關(guān)的客戶問題

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