How to manage accounts receivable in daily sales process
2012-03-20
In the face of the increasingly fierce market competition, the safe and effective management of accounts receivable is the condition that the enterprise must possess in the development process. From the following several aspects, to talk about how to manage accounts receivable in the daily sales process.
One, the establishment of credit evaluation, audit system
In practical work, really can do spot cash customers for a little, and we want to establish credit evaluation and audit system, for different customers give different line of credit and term. The dealer's credit management to adopt the dynamic management method, namely every quarter or half a year, according to the previous cooperation, the dealer credit re evaluation, such as the signing of the contract in strict accordance with the implementation of the contract, not unprincipled widespread advances to prevent owed to dealers for multitemporal, deadbeat is not.
Two, in the sales contract to define the key terms
In signing the sales contract with the customer, we should pay attention to the following matters, in order to avoid the future treatment of accounts receivable and the customer to generate differences and bring operational risk:
1 the contract must be clear in the amount of sales, price, amount.
2 in the contract, the payment method and payment date must be clearly defined.
3 in the contract must be clear about the mode of transport.
4 to define the rights and responsibilities of both parties.
5 determine the term of the contract, the end of the contract after re signed.
6 with the customer contract dedicated seal (to avoid the individual behavior of the seal and signature).
Three, to correctly understand the product distribution rate
If the product replenishment rate increased, will increase sales opportunities (to improve consumer buying convenience), but should be accounts receivable and business risk also increases at the same time, if reduce the rate of replenishment and operating risk while reducing, but not up to the size of the sales target. So right, reasonable solve product replenishment rate, to reduce accounts receivable to ensure the security of payment is a great help. Therefore, we recommend in different product sales stage, or according to the different product sales strategy, or according to the marketing of the strength of the potential and take different product replenishment policy.
Four, regular financial reconciliation
Financial to form regular reconciliation system, each quarter must to with the customer on a accounts, the following easy to cause the error of the documents, the amount of, pay attention to:
1 product structure for many varieties, multi specifications.
2 product price adjustment.
3 product transfer, replacement, return.
4 customers can not according to single (sales receipt or invoice payment).
5 to take the initiative to refuse to use the purchase price of other funds (advertising, transportation, construction costs).
Above to be accounts receivable management difficulties, therefore, is to develop a set of standardized, regular reconciliation system, avoid both financial gap, resulting in stay dead account phenomenon, also after the reconciliation to form documents with legal effect, but not verbal commitment.
Five, formulate a reasonable incentive policy
We in the formulation of marketing policy to will be accounts receivable management into the sales staff appraisal project, namely personal interests should not only and sales, reimbursement tied to performance, and should be accounts receivable management association together, formulate reasonable accounts receivable the rewards and punishment regulations, accounts receivable in a reasonable and safe range.
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2022-07-20
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