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Successful Credit Control, 2nd Edition



Successful Credit Control, 2nd Edition

Martin Posner

ISBN: 978-0-471-97526-7 June 1998 266 Pages


Between 30% and 40% of a business s net assets may be represented by debtors yet few businesses obtain credit reports on their customers and many companies have inadequate systems for the management of debt. In Successful Credit Control Martin Posner outlines a framework of key checkpoints through which the creditworthiness of customers both in the domestic and overseas markets can be evaluated quickly and efficiently. He explains in clear practical terms how to minimise risk from bad debtors while maximising sales and improving customer care. Successful Credit Control discusses how to: review cash flow, implement an effective credit control and collection strategy, train staff in debt management, make effective use of information technology and improve your company s financial stability. New interviews with leading credit managers show how to improve profitability and still retain customers. Other specialists in the debt recovery field illustrate how to collect a debt without winding-up a company.
The Basic Principles of Credit Assessment.

Creating Profitable Sales and Customer Care.

Types of Business.

The Unknown Customer.

Making the Assessment.

The Administration of the Sales Ledger/Credit Control Department.

Training for Credit Management.

Collecting the Outstanding Account.

Thinking About Taking Proceedings.


Credit Insurance -
Why Insure?


Further Reading.