有效地管理销售应收款其它上课时间：

销售人员和经销商管理人员

销售界有句话叫做销售是徒弟，回款是师傅，即使是资深的销售依旧不敢保证说回款肯定不是问题。这既有企业在高速发展期留下的业务第一，回款第二的历史问题，也有从店大欺客到客大欺店自然转变的问题。当然很多公司都制定了严格的财务管理制度来防范应收款风险，但是在中国目前还不成熟的商业环境下，制度真的能解决一切

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。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应收账款管理中的显性成本和隐性成本沟通策略
* 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