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应收账款回收实务及信用风险控制与管理--王强


主办单位：海捷尔咨询
时间地点：2010年7月16-17日 （上海）
时间地点：2010年6月26--27日（深 圳） 
标准费用：3600元/人 超值震撼：报一名赠送一名，不再折扣，来一位与来两位同价先报先得，额满即止！！（含培训、指定培训教材、2天午餐、茶点费等）
资格证书：中级证书申请费600元/人（参加认证考试的学员须交纳此费用，不参加认证考试的学员无须交纳）。
说　　明：凡希望参加认证考试之学员，在培训结束后参加认证考试并合格者，颁发与所参加培训课程专业领域相同之：“香港培训认证中心HKTCC国际职业资格认证中心《国际注册中级信用管理师》职业资格证书”。（国际认证／全球通行／雇主认可／联网查询）。（课程结束１０日内快递给学员）。
参课对象：董事长、CEO、总经理、副总经理、分公司经理、财务总监、营销总监、营销经理、营销人员、销售经理、区域经理、商务总监、商务经理、企管部经理、高级财会人员、信用管理人员、私营企业老板及法律或清欠人员等。
报名电话：0755-28585235  28585250  宋先生  王小姐
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课程背景：
当前，我国绝大多数企业都面临“销售难、收款更难”的双重困境。一方面，市场竞争日益激烈，为争取客户订单，企业提供几近苛刻的优惠条件，利润越来越薄；另一方面，客户拖欠账款，销售人员催收不力，产生了大量呆帐、坏帐，使本已单薄的利润更被严重侵蚀……。这一切，都源于企业经营管理上的一项严重缺陷――缺乏适当的信用风险管理。信用风险和信用管理问题越来越成为影响和制约我国企业发展的一个突出问题。
◆如何处理“销售难、收款更难”的两难问题？
◆如何实现销售最大化、回款最快化和坏帐最小化？
◆如何选择分销商和大客户才能避免赊销风险并如何建立客户的赊销档案？
◆如何应对客户拖延付款的理由？如何制定催帐策略？如何让呆帐起死回生？
◆如何提高信用意识和信用管理水平，以实现快速收款、增加现金流量？
世界级企业的实际操作方法已经证明，建立一套切合公司实际需要的信用管理体系能够有效地减少公司的呆帐、坏帐,保障企业健康持续稳定发展。 

培训收益：
清晰逾期应收账款的回收流程，加快欠款催收，挽回企业呆帐、坏帐损失；加强销售流程中各环节的信用管理，规范合同及票据；了解完整的信用管理流程，培养营销人员的风险意识，协调财务人员与营销人员之间的矛盾。
◆帮助您制订合理的赊销政策，准确评估客户赊销风险，合理确定赊销额度；
◆掌握客户付款心理、区分客户付款习惯和类型；
◆迅速掌握各种预防呆帐和欠款催收实战技能；
◆熟悉应收帐款监控和催收的规范化操作流程；
◆通过研讨，解决本企业面临的应收帐款管理特殊问题；
◆掌握实用的信用控制措施和实战技能；
◆懂得如何运用各种信用工具转嫁信用风险；
◆懂得如何在大量赊销的同时有效控制信用风险；
◆懂得如何建立一套科学完善的全面信用风险和信用管理体系...... 

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课程大纲：
 
一、信用风险对企业的影响
1．信用风险的产生
成熟信用交易的前提
中国商业信用环境现状
信用风险的概念
2．信用风险的影响
呆坏账的影响（案例分析）
拖欠货款的影响（案例分析）
3．信用管理的目标
信用管理如何扩大销售收入
信用管理如何规避风险产生

二、逾期账款的催收思路和技巧
1．企业债务的特性
企业为什么会产生欠款
企业的债务存在怎样的矛盾
2．赊销客户的分析
欠款客户的分类
客户欠款的两大根本要素
客户拒绝付款的借口
3．企业催收政策
企业如何自行催收拖欠的款项
企业催收的各种方法：电话、信函、面访等
4．欠款成功回收的因素
增加催收效果的方法
怎样才能令客户按时付款
5．企业追账的原则
四项追账原则
商业追账的各种手段
企业追账的法律手段

三、应收账款管理的方法及实施
1．应收账款跟踪管理方法
发货前的准备工作
库存管理、送货和发货控制
账单管理系统
2．应收账款管理具体操作
RPM过程监控制度
DSO法：影响DSO的因素、计算DSO的三种方法、如何改善你的DSO
A/R的总量控制法：使企业的应收账款处于合理水平
A/R帐龄管理法：制作帐龄记录表、帐龄结构分析、帐龄二维象限图法、帐龄分级管理
3．账款难以回收的危险信号
客户拖欠十大危险信号

四、合同管理及票据管理
1．如何保障公司债权
保障公司债权的各种文书有哪些
保障公司债权的三大重要文件
2．合同管理注意的细节
怎么样的合同才有效
签订合同时需要注意的细节
3．票据管理系统
发票的管理
月结单的管理
4．授权委托书的管理
授权委托书的作用
什么情况下需要签订授权委托书
5．其他管理工具介绍

五、客户信息的获得渠道及使用 
 1．预防商业欺诈
常见的商业欺诈手段
如何防范商业欺诈
2．信用管理客户的分类
不同的管理角度对客户分类依据不同
信用管理客户分类的依据
3．新客户所关注的信息点
体现合法性的信息
体现资本实力的信息
体现业务发展潜力的信息
4．老客户所关注的信息点
体现各种变动状况的信息
体现资本周转状况的信息
体现交易记录的信息
5．核心客户所关