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                            高效信用管理與賬款催收制勝法寶

                            課程編號:26023
                            培訓心得:
                            定期如開不同層次的信用報告會議。二、銷售部門業務6、原則性銷售人員在同客戶維持良好關系的同時,一定要講究原則性。7、回款意識銷售人員應養成良好的習慣,及時且適時與客戶聯絡溝通。8、追款要點9、危險信號在日常的客戶拜訪中,當出現下列狀況時,經辦人應特別謹慎:三、客戶管理10、開戶管理11、信用評估(1)客戶的資信狀況;(2)客戶的財務狀況
                            相關專題:
                            相關公開課:
                            關鍵字組:
                            培訓總結:
                              應對客戶拖延付款的理由?如何制定策略?如何讓呆賬起死回生? ◆如何提高信用意識和信用管理水平,以實現快速收款、增加現金流量? 【核心內容】(包含但不限于以下內容) 第一模塊:應收賬控制催收實戰技巧 一、透視應收賬的本質: 何謂應收賬 逾期的損失 拖延對企業利潤的影響 壞帳對銷售的影響 二、如何識別客戶的危險信號 客戶拖欠前的10個危險信號 危險信號的對應
                            相關近期企業培訓:

                            課程背景 Course Background:
                            好企業都是現金為王,企業經常的痛點就是現金饑渴癥,好的回款率才能保證正常的現金流。對現代企業來講,掌握客戶信息不全、不真實;沒有準確判斷客戶的資信狀況、信用的變化情況;未建立有效的客戶信用額度評估體系;對應收賬款監控不嚴;缺乏對應收賬款追討的方法、手段及管理措施等問題,構成了“現金饑渴癥”背后錯綜復雜的原因。在這種情形下,公司盲目追討債務只能進一步增加成本和人為風險,樹立法律風險意識,完善應收賬款制度建設與管理機制才是緩解“現金饑渴癥”的王道。

                            課程大綱 Course Outline:
                            一、規范內部管理
                            銷售合同
                            在與客戶簽訂銷售合同時,要著重注意以下事項:
                            首先要確認與客戶簽訂銷售合同的類別;
                            明確雙方的權利和違約責任;
                            切忌貪圖方便或因為雙方一貫不錯的合作關系,而忽略合同的簽訂工作;
                            簽訂合同時,雙方須加蓋銷售合同專用章或公章,并由委托代理人簽字,同時,對多頁合同必須加蓋騎縫章。
                            傳真合同
                            在合同效力條款中,增加傳真方式訂立合同的句子。
                            收到客戶的重要傳真,及時蓋收發章登記。
                            公司發給客戶重要傳真應請客戶回傳確認。
                            建議公司盡量采用PDF彩色文本簽訂合同。
                            定期對賬
                            公司要形成定期的對賬制度。
                            激勵措施
                            制定營銷計劃時,將應收賬款的管理納入對銷售人員的考核項目中。
                            信用報告會議
                            公司應定期如開不同層次的信用報告會議。

                            二、 銷售部門業務
                            6、原則性銷售人員在同客戶維持良好關系的同時,一定要講究原則性。 
                            7、回款意識 銷售人員應養成良好的習慣,及時且適時與客戶聯絡溝通。
                            8、追款要點
                            9、危險信號
                            在日常的客戶拜訪中,當出現下列狀況時,經辦人應特別謹慎:

                            三、 客戶管理
                            10、開戶管理
                            11、信用評估
                            (1)客戶的資信狀況;
                            (2)客戶的財務狀況;
                            (3)客戶的經營狀況;
                            (4)客戶的負責人資料。
                            12、信用額度的確定
                            對客戶應考察其盈利能力、償債能力、信用狀況等。
                            13、客戶檔案
                            14、對賬條款
                            (1)在合同條款中約定對履行合同過程中如何對賬及確認。
                            (2)對前期履約形成的債權債務進行確認,并對付款期再次確認。
                            (3)對已有風險的債權單獨訂立對賬條款;并要求債務人提供擔保。
                            15、管轄法院
                            16、關聯擔保
                            對資信不明或欠佳的客戶,可要求其關聯公司進行擔保。
                            17、回款意識
                            要經常性地強化客戶的回款意識。
                            18、控制發貨與減少建議金額
                            建立控制發貨制度。
                            19、警示信號
                            當客戶出現危險信息時,應采取果斷、迅速的應變措施。

                            四、 應收賬款管理
                            20、日常管理
                            (1)客戶資料是否齊備,內容是否準確無誤。
                            (2)及時給客戶發票,貨款回收可能越早,同時要確認客戶收到發票;
                            (3)完善客戶拜訪制度。
                            (4)定期探訪。
                            (5)公司制度。
                            (6)服務精神。
                            (7)技巧交流。
                            21、收集證據
                            (1) 對方的營業執照與組織機構代碼證(法院要求提供)及客戶銀行賬號;
                            (2) 能夠證明雙方權利、義務關系的證據;
                            (3)能夠證明公司按照約定全面履行了自己的義務,不存在違約行為的證據;
                            (4) 客戶履行與未履行義務的證據;
                            (5)債權未超過訴訟時效的證據;
                            22、催收應收款
                            (1)文件準備;
                            (2)追討文件。
                            23、呆賬處理
                            (1)折讓;
                            (2)收回貨物或客戶庫存抵押;
                            (3)第三方債權轉讓;
                            (4)法律訴訟或仲裁。

                            關于講師 About the Speaker:肖道斌律師
                            上海市錦天城律師事務所資深律師、訴訟與仲裁委員會委員
                            教育背景:法學學士、民商法學碩士;中國人民大學“第三期證券發行上市IPO研修班”系統研修結業、“第三期公司并購重組高級研修班”、上海證券交易所第35期上市公司獨立董事班系統研修結業。
                            專業資格:中國執業律師資格、高等學校法學教師資格、證券從業資格、上市公司獨立董事資格。
                            執業經驗:訴訟業務積累了豐富的業務經驗,資本市場投融資領域也有較為豐富的項目經驗。辦理過數百件合同、投融資等訴訟、仲裁案件(從業以來截至目前累計爭議金額約20億元);2018年承擔9家企業法律顧問;2015-2018年,為百勝(中國)公司、神舟信息、報喜鳥、奧特斯(中國)有限公司、中國建設銀行上海市分行等大型公司做專門法律講座。近2年來參與南京某公司新三板掛牌工作,參與南京全信通信股份有限公司創業板首發上市工作,主辦富澤資本投資某互聯網公司融資增資工作、主辦大型影業公司并購仲裁項目、主辦某互聯網金融公司大型涉訴項目、參與盛大游戲美股紅籌私有化項目等。

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