銷售界有句話叫做銷售是徒弟，回款是師傅，即使是資深的銷售依舊不敢保證說回款肯定不是問題。這既有企業(yè)在高速發(fā)展期留下的業(yè)務(wù)第一，回款第二的歷史問題，也有從店大欺客到客大欺店自然轉(zhuǎn)變的問題。當(dāng)然很多公司都制定了嚴(yán)格的財務(wù)管理制度來防范應(yīng)收款風(fēng)險，但是在中國目前還不成熟的商業(yè)環(huán)境下，制度真的能解決一切
本課程針對一線業(yè)務(wù)人員的銷售實踐，希望通過探討應(yīng)收款問題的產(chǎn)生，分析業(yè)務(wù)人員對于應(yīng)收款的心態(tài)，以及學(xué)習(xí)相應(yīng)問題解決的技巧和工具，從銷售人員的角度改善應(yīng)收款管理工作，配合公司財務(wù)和銷售管理制度的順利執(zhí)行。1.對應(yīng)收款管理的幾點認(rèn)識現(xiàn)金流是銷售工作的終極目標(biāo)應(yīng)收賬款管理中的顯性成本和隱性成本溝通策略
* 拜訪的準(zhǔn)備
* 對客戶的服務(wù)
* 對客戶銷售的管理
* 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)人員的價值
* 客戶付款只是因為您的價值
* 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
銷售人員和經(jīng)銷商管理人員