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OBJECTIVE:
Providing the participants with strategies, techniques and practices to apply the process correctly and collections management, so as the base for a correct customer – company relation. Applying correct follow up and collections control techniques by taking advantage of the interaction with the participants.
BASIC COURSE INFORMATION:
ADDRESSED TO:
Managers, Administrators, Accounter, Branch Managers, Sellers, and personnel involved in debt process.
DEVELOPING COMPETENCIES
Commercial spirit, numerical analysis, performance orientation.
AGENDA
I. REASONS TO GIVE CREDIT
A. Why Customers Prefer Credit?
B. Ensuring Credit
C. Detecting False Data and Fraud
D. Guarantees
II. DATA BASE AND CUSTOMER LISTS
A. Quantitative and Qualitative Portfolio Analysis
B. Credit Policies Frequent Reviews
C. Collection Follow up and Zoning
III. STRATEGIES AND PROCESSES FOR COLLECTION MANAGEMENT
A. Collection Systems
B. Internal Company’s Documents (invoices, cross-reference, etc.)
C. Manager Route
D. Collection Stages
E. Defending Laws and Rules for the Consumer-Debtor
F. Collections Committing Offenses
G. Sanctions and Possible Fines for Disrespect
H. Adapting Correct Elements
IV. NEGOTIATION
A. Strategic and Logistic Plan
B. Defining Goals and Criteria
C. Negotiation Resources
D. Mistakes while negotiating a Trading
E. Agreement and Follow up