Maximising Sales and Profit

If you are granting credit for your goods and/or services, it’s vital that your business is managed correctly from top to bottom and vice versa.  This course is suitable for anyone involved in enhancing the success of your company, including sales, credit control, customer services and others who need to know.

Cost: £327 plus VAT per delegate – including course notes, attendance certificate, lunch and refreshments.


Course Content

Managing Your Business

  • Essential rules for managing your customers
  • Keeping customers happy
  • Understanding the importance of credit management
  • The cost of credit
  • The impact of bad debts
  • Optimising cash flow
  • The working capital cycle
  • Relationship between sales and credit

Dealing Effectively with Large, Blue Chip Customers

  • Negotiating contracts
  • Making payment terms part of the sales package
  • Improving payments from large, powerful customers 

Essential Documentation

  • Customer contracts
  • Orders and related paperwork
  • Invoices and related paperwork

Strategies for Collecting Your Money

  • Planning your strategies
  • Putting the right structures in place
  • Avoiding or reducing losses
  • Overcoming reasons for non-payment
  • Negotiating effectively
  • Knowing what questions to ask
  • Spotting warning signs and problem areas
  • Resolving disputes amicably
  • Influencing customers to pay
  • Getting everyone in your business to take ownership
  • Being proactive and effective

Credit Essentials

  • Terms and conditions
  • Policy and procedures
  • Credit application forms
  • Credit worthiness and credit limits
  • Periodical review of credit worthiness
  • Ongoing risk assessment

Dates & Venues:

22 Feb 2018
London
15 May 2018
Reading
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