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
你实际购买的价格
付款时最多可用352淘币抵扣352元现金
购买成功后，系统会给用户帐号返回的现金券
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课程收益:
本课程针对一线业务人员的销售实践，希望通过探讨应收款问题的产生，分析业务人员对于应收款的心态，以及学习相应问题解决的技巧和工具，从销售人员的角度改善应收款管理工作，配合公司财务和销售管理制度的顺利执行。
课程大纲
* 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
本课程名称： 有效地管理销售应收款
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