Selling goods or services on credit can be vital to getting business and growing your business. Many sales people, however, see credit management and credit vetting as sales prevention and a cost centre to their company rather than a contributor to growth and profit. This highly stimulating, dynamic course will enable delegates to understand that good credit management is about maximising profit on profitable sales and that both sales and credit should work to the same main objective.

Course Objectives

Break through the barriers that block sales and hold up orders
Be aware of the true cost of credit and the impact of bad debts
Sales and credit working to achieve the same objectives

Course Designed For

Sales people and credit management people who want to work together to encourage more business from established customers, make commercially minded judgments on new businesses, keep accounts open to sell to and collect their money without sacrificing goodwill.

Course Duration

One Day

Maximum Number of Delegates

 Eight

In-House Delivery Option Available

 Yes

Understanding Credit Management

The effect of overdue debt on profit
The importance of cash flow
The impact of bad debts
How credit management contributes to profit

Commercial Credit Decisions

Gathering the right information
Understanding accounts as a sales person
Assessing the credit risk
Getting an order placed today released today
Dealing with new businesses
Maximising credit ratings/limits

Managing Credit Risk

Why businesses fail
Signposts to failure
Grading customers
On-going risk assessment

Collecting Your Money

Making payment terms part of the sales package
Educating customers to your terms
Influencing customers to pay
Overcoming reasons for non-payment
Dealing with difficult situations

Areas of difficulty

Other problems and situations you find difficult

£464.13 (£395 + VAT) per Delegate.

Discounts are available if 2 or more delegates from the same organisation attend the same course.

Please read 'How much does each course cost' on our FAQ's page for details.

This is a new course and consequently there are no testimonials at present.