Book now!Back to Course List

Maximising Sales while Minimising Risk

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

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

Click here to book places on this course