Marketing Manager Wins Five Tactics

This refers to the payment undertaking made by the issuing bank in accordance with the applicant's application and the documents payable in accordance with the credit terms. The domestic letter of credit is a commodity settlement instrument between domestic enterprises guaranteed by the bank.

In addition, it is very necessary for enterprises to conduct marketing process training for marketing managers from time to time. In the process of selling products, enterprises are represented by product flow, and on the other hand, they are accompanied by capital flow.

In order to meet the needs of competition, timely credit sale can make up for the shortage of "ready sale".

Moreover, from the perspective of commodity circulation, "credit sale" also has the advantage of "ready sale" in strengthening market position, expanding sales revenue, saving inventory capital and reducing inventory management cost.

However, from another point of view, the "credit sale" will cause problems of accounts receivable and bad debts. There is a certain risk. At the same time, this part of accounts receivable can not be used for operation and value-added because of being occupied by customers, thus forming opportunity loss, and enterprises must also pay certain management fees for them.

It is not difficult to see that investment receivables and investment risks of accounts receivable are objective coexistence. It is both a guarantee for the smooth realization of circulation and a barrier to smooth realization of circulation.

So, how to manage accounts receivable effectively? Usually, we can follow the following principles:

We should strengthen the binding force of commercial credit through bills, so as to improve paction efficiency and reduce the occurrence of accounts receivable.

Establish and improve the management of accounts receivable and establish a reserve system for bad debts, so as to prevent accidents.

To carry out the principle of "promotion and recovery", financial affairs should correctly evaluate the solvency and credit level of customers according to the survey data, and on this basis, reasonably determine the credit period, so as to avoid blind credit sale.

When determining accounts receivable policy, the trade-off between "credit sale" income and "credit sale" cost and loss should be considered.

Cash discounts can be used to reduce accounts receivable.

The accounting department should regularly compile the accounts receivable aging analysis table, which lists the number and amount of customers outside the credit period and the credit period. At the same time, it also calculates and analyzes the "accounts receivable turnover rate" and "average collection period" and other indicators, and timely feedback to the business departments, so as to jointly discuss receivables countermeasures.

Establish and improve the risk mechanism, increase the degree of restraint to promoters, so as to enhance the sense of crisis and pressure of salesmen, so that the focus of their work is always on sales volume and capital withdrawal.

Finance serves sales, but it does not depend on sales.

Sometimes, in order to open up the market and improve the market share, the sales department may be able to ignore the cost to some extent, but the financial personnel need to seriously calculate the operating costs and final results of each business.

For example, when a customer wants to pick up more goods when the payment is insufficient, the salesperson may agree to the request of the other party for the purpose of developing relationship with the customer, while the financial personnel may refuse to sell with the principle of "no arrears", and the financial and sales parties will form contradictions.

In order to solve this contradiction, enterprises need to formulate relevant provisions on customer arrears, and strengthen communication between sales departments and other functional departments.

For example, the finance department can provide the salesperson with credit information to the salesperson, so that the salesperson can come forward and let the customer write a proof of the legal effect of the debt, so as to recover the payment within the specified time limit. This will not only satisfy the customers, but also make the sales business develop continuously.

In addition, the financial work in sales management is not a narrow sense of accounting concept. Financial work should reflect the reflection and supervision of business activities.