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課程介紹

銷(xiāo)售界有句話叫做銷(xiāo)售是徒弟，回款是師傅，即使是資深的銷(xiāo)售依舊不敢保證說(shuō)回款肯定不是問(wèn)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(wèn)題，也有從店大欺客到客大欺店自然轉(zhuǎn)變的問(wèn)題。當(dāng)然很多公司都制定了嚴(yán)格的財(cái)務(wù)管理制度來(lái)防范應(yīng)收款風(fēng)險(xiǎn)，但是在中國(guó)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(duì)一線業(yè)務(wù)人員的銷(xiāo)售實(shí)踐，希望通過(guò)探討應(yīng)收款問(wèn)題的產(chǎn)生，分析業(yè)務(wù)人員對(duì)于應(yīng)收款的心態(tài)，以及學(xué)習(xí)相應(yīng)問(wèn)題解決的技巧和工具，從銷(xiāo)售人員的角度改善應(yīng)收款管理工作，配合公司財(cái)務(wù)和銷(xiāo)售管理制度的順利執(zhí)行。

培訓(xùn)受眾:

銷(xiāo)售人員和經(jīng)銷(xiāo)商管理人員

課程大綱:

1.對(duì)應(yīng)收款管理的幾點(diǎn)認(rèn)識(shí)

* 現(xiàn)金流是銷(xiāo)售工作的終極目標(biāo)

* 賒銷(xiāo)是應(yīng)收款產(chǎn)生的主要原因

* 引起賒銷(xiāo)的業(yè)務(wù)困境

* 客戶(hù)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(xiāo)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(hù)

* 應(yīng)收款管理從合同開(kāi)始

* 客戶(hù)信用的預(yù)警機(jī)制

* 日常管理的工具：客戶(hù)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(hù)的服務(wù)

* 對(duì)客戶(hù)銷(xiāo)售的管理

* 回款催收

* 回款成果及鞏固

5.應(yīng)收款管理的盤(pán)外招——提升業(yè)務(wù)人員的價(jià)值

* 客戶(hù)付款只是因?yàn)槟膬r(jià)值

* 應(yīng)收款的法律問(wèn)題

* 那些和應(yīng)收款無(wú)關(guān)的客戶(hù)問(wèn)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

專(zhuān)家老師

由知名專(zhuān)家講授，運(yùn)用眾多實(shí)戰(zhàn)案例，深入淺出剖析難點(diǎn)問(wèn)題，欲了解老師更多詳情，敬請(qǐng)致電咨詢(xún)。

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在線報(bào)名：有效地管理銷(xiāo)售應(yīng)收款(上海)