'Excellence is not a matter of chance but of choice'
Introduction to Credit Control Workshop
This foundation workshop, intended for new and inexperienced
credit controllers and team members, is an opportunity to gain
valuable knowledge and skills regarding the key fundamental
activities of the credit control function. Whilst the course is
primarily designed for those new to credit control, the content can
be readily enhanced to cater for those already with some knowledge
of credit and collections procedures but who would like to develop
their skills still further.
Introduction and Objectives
- Candidates should give their current level of credit experience and knowledge
- Objectives of the day explored and explained
Part One - What is Credit Control?
- Why have credit control?
- The role and responsibilities of credit control
- How the credit function fits into the bigger picture
- Business objectives and the importance of cash flow
- The ideal credit controller
Part Two - Measuring Credit Control and Individual Performance
- DSO/Debtor Days
- Aged Debt
- Goals, targets and priorities
- Monitoring performance and effectiveness
- Measuring cash and cash flow
Part Three - Collecting Debt
The Call
- Collection tools available
- Collection strategies
- Call planning
- Successful telephone calls
- Getting to the decision maker
- Managing the collection process
- Escalation techniques
Reasons for non payment
a) Excuses - Dealing with excuses
b) Reasons - Handling queries and issues
Part Four - Communication
- Relationships with your customers
- Relationships with sales and sales administration
- Conflicting priorities
- Handling conflict
Part Five - Time Management
- Managing your day
- Priorities
- Meeting commitments
- Being effective
Part Six - Pre Sale Activity
- The need for credit limits
- Credit vetting
- Using agencies
- Getting results
Part Seven - Other Matters
- Retention of Title
- Legal collections appreciation
Please e-mail: enquire@ccstraining.co.uk for further information or to discuss requirements.
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