How to manage Accounts receivable and collection payment

"Abstract" in the face of increasingly fierce market competition, a safe and effective management of accounts receivable is the enterprise in the development process must have the conditions.　　From four angles, this article discusses how to manage accounts receivable in the daily sales process. Sales, financial supervision, in the sales contract to define the terms in the sales contract with the distributor, should pay attention to the following matters, in order to avoid the future processing accounts receivable and distributor differences and bring business risks: 1, clear the terms of the transaction, such as: Price, payment method, payment date, transport situation, etc. 2, Define the rights and liabilities of the parties; 3, determine the term of the contract, after the end of the contract, as the case may be signed; 4. The special seal of the dealer's contract (to avoid the seal or signature of the individual behavior); second, regular financial reconciliation to form a regular accounting system, every three months or half a year must be reconciled with the dealer accounts, The following situations can easily result in documents, the amount of errors, manufacturers should pay particular attention to: 1, product structure for many varieties, many specifications; 2, the product of the period of return is different, or due to the different operating conditions and the same type of product back to the different period; 3, products appear flat, return, replacement; 4, The Distributor is not able to return the bill on a single pair (sales document or invoice); 5, to actively refuse to advance other sums of money (customer rebate, breakage of product payment, advertising, terminal sales promotion costs, etc.); The above situation will bring difficulties to the management of accounts receivable, so we should develop a set of normative and regular accounting system,　　Avoid the financial gap between the two sides like a snowball rolling more and more, resulting in the phenomenon of stay, death, while the accounting to form a legal effect of the instrument, rather than verbal commitment. Third, the correct understanding of product delivery rate if the product rate increases, will increase sales opportunities (improve consumer convenience), but accounts receivable and operating risk also increase; if the shop rate is reduced, the operating risk is reduced, but it cannot reach the target of scale sales. So correct and reasonable solution to the problem of product delivery rate, to reduce accounts receivable, to ensure the security of the money is helpful.　　Therefore, we recommend different products in the sales stage, or according to the product of different sales strategy, or according to the strength of the market to adopt a different product delivery policy. Four, reduce the sale of credit, sell sales personnel in order to quickly occupy the market, or in order to achieve sales targets to take credit, sell the mode of operation. This kind of sale pattern is the dealer arrears the receivable payment the soil, and extremely easily causes to stay, the dead account appearance.　　We should formulate the corresponding sales incentive policy, encourage dealers to take the purchase and sale, cash spot and other means of cooperation, as far as possible to reduce the sale of credit, sell the way. V. Formulate a reasonable incentive policy when we formulate a marketing policy, the management of accounts receivable should be included in the project for the evaluation of the sales staff, that is, the personal interests should not only be linked to the sales and return performance, but also to the management of accounts receivable, and to formulate a reasonable reward and punishment regulations for Accounts receivable,To make accounts receivable within reasonable and safe limits. Vi. The establishment of credit assessment, audit system in the actual work, the real cash spot dealers are very few, we have to establish a credit rating, audit system, different distributors to give different credit limits and deadlines (generally for half a year). To the dealer's credit management should adopt the dynamic management method, namely every six months according to the prophase cooperation situation, to the dealer's credit condition to evaluate.　　[Page] "Abstract" in the face of increasingly fierce market competition, a safe and effective management of accounts receivable is the enterprise in the development process must have the conditions.　　From four angles, this article discusses how to manage accounts receivable in the daily sales process. Sales, financial supervision, in the sales contract to define the terms in the sales contract with the distributor, should pay attention to the following matters, in order to avoid the future processing accounts receivable and distributor differences and bring business risks: 1, clear the terms of the transaction, such as: Price, payment method, payment date, transport situation, etc. 2, Define the rights and liabilities of the parties; 3, determine the term of the contract, after the end of the contract, as the case may be signed; 4. The special seal of the dealer's contract (to avoid the seal or signature of the individual behavior); second, regular financial reconciliation to form a regular accounting system, every three months or half a year must be reconciled with the dealer accounts, The following situations can easily result in documents, the amount of errors, manufacturers should pay particular attention to: 1, product structure for many varieties, many specifications; 2, the product of the period of return is different, or due to the different operating conditions and the same type of product back to the different period; 3, products appear flat, return, replacement; 4, The Distributor is not able to return the bill on a single pair (sales document or invoice); 5, to actively refuse to advance other sums of money (customer rebate, breakage of product payment, advertising, terminal sales promotion costs, etc.); The above situation will bring difficulties to the management of accounts receivable, so we should develop a set of normative and regular accounting system,　　Avoid the financial gap between the two sides like a snowball rolling more and more, resulting in the phenomenon of stay, death, while the accounting to form a legal effect of the instrument, rather than verbal commitment. Third, the correct understanding of product delivery rate if the product rate increases, will increase sales opportunities (improve consumer convenience), but accounts receivable and operating risk also increase; if the shop rate is reduced, the operating risk is reduced, but it cannot reach the target of scale sales. So correct and reasonable solution to the problem of product delivery rate, to reduce accounts receivable, to ensure the security of the money is helpful.　　Therefore, we recommend different products in the sales stage, or according to the product of different sales strategy, or according to the strength of the market to adopt a different product delivery policy. Four, reduce the sale of credit, sell sales personnel in order to quickly occupy the market, or in order to achieve sales targets to take credit, sell the mode of operation. This kind of sale pattern is the dealer arrears the receivable payment the soil, and extremely easy to causeThe appearance of staying and dying accounts.　　We should formulate the corresponding sales incentive policy, encourage dealers to take the purchase and sale, cash spot and other means of cooperation, as far as possible to reduce the sale of credit, sell the way. V. Formulate a reasonable incentive policy when we formulate marketing policies, we should include the management of accounts receivable in the project of the sales staff assessment, that is, personal interests should not only be linked to sales and return performance, but also to the management of accounts receivable, to formulate reasonable rewards and punishments regulations for accounts receivable, so that accounts receivable in reasonable,　　Safe range. Vi. The establishment of credit assessment, audit system in the actual work, the real cash spot dealers are very few, we have to establish a credit rating, audit system, different distributors to give different credit limits and deadlines (generally for half a year). To the dealer's credit management should adopt the dynamic management method, namely every six months according to the prophase cooperation situation, to the dealer's credit condition to evaluate. [Page] distributor supervision One, the establishment of a sound distributor system when the manufacturers open up new markets or to the target market segmentation, it is necessary to make a full and scientific assessment of distributor selection, not only to find a partner for future sales, but also to reduce the business risk brought by the increasingly fierce market competition.　　When we face the actual situation of "buyer's Market", this is a work with a multiplier. Therefore, it is particularly important to evaluate dealers before cooperating.　　The contents of the assessment shall include: 1. Credit status of the Distributor, including: Enterprise development status, Word-of-mouth in the industry, historical transaction records, evaluation in the sales channel, and downstream.　　2, the dealer's financial situation, including: The nature of the enterprise, registered capital, source of funds, fixed assets, liquidity, corporate indebtedness, debt repayment capacity, distributors receivable accounts.　　3, the dealer's operating conditions, including: The company's development direction, the person in charge of business philosophy, main sales channels, whether there is the industry experience, whether there is a distribution of competitive products, whether there are agents selling products, sales force, sales scale, warehousing, logistics and distribution systems.　　4, the person in charge of the personal data, including: social status, family background, personal background, family members, marital status, personal interests, bad habits and so on. Second, to the cooperation of the dealer's supervision: 1, strengthen the dealer's awareness of the money, dealers in processing accounts payable, will be based on the following principles and choose the order of payment: A, the amount of contribution to the dealer's profits; B, the number of sales agent products; C, agent products in the minds of distributors;　　The degree of maintenance of customer relationship; E, manufacturers of the loan management of loose, tight degree; to regularly strengthen the dealer's awareness of the payment, the company's order of payments in the front, become the distributor of the first payment order is our goal and direction of efforts. 2, the control of shipments to reduce accounts receivable, in accordance with the actual operation of distributors, the use of "more batches of small" method can effectively controlSystem accounts receivable.　　According to personal experience, to the monthly delivery 1~2 time is appropriate, that is, each shipping quantity of 15-30 days sales. 3. Appropriate channel promotions to reduce accounts receivable; According to the 20/80 principle, the management of accounts receivable for 20% of these key accounts is the most important part of receivables Management. The implementation of the channel promotion policy, can effectively reduce the factory accounts receivable. But this kind of way should use cautiously, should not be too close (once a year advisable).　　At the same time, it is suggested that the key customers should be reduced due to the condition of the promotion of the channel and the year-end rebate at the end of the year. 4, the establishment of dealer inventory management system, through the dealer inventory dynamic management (sales frequency, sales volume, sales channels, covering areas, etc.), timely understanding of the dealer's operating conditions, to ensure the normal operation of sales, effective control of accounts receivable.