First, make clear the terms in the sales contract.

Second, regular financial reconciliation.

To form a regular financial reconciliation system, we should check the accounts with the dealers every three months or half a year. The following situations are easy to cause errors in documents and amounts, and manufacturers should pay special attention to them:

The above situation will bring difficulties to the management of accounts receivable. Therefore, it is necessary to formulate a set of standardized and regular reconciliation system to avoid the snowballing of the funding gap between the two parties, resulting in dormant account phenomenon. At the same time, after reconciliation, a legally binding document such as a reconciliation letter should be formed instead of a verbal commitment.

Third, correctly understand the product distribution rate.

If the product distribution rate increases, it will increase sales opportunities (improve the convenience of consumers), but accounts receivable and operational risks will also increase; If the distribution rate is reduced, the business risk will be reduced, but the goal of large-scale sales will not be achieved. Therefore, correctly and reasonably solving the problem of product distribution rate is helpful to reduce accounts receivable and ensure payment safety. Therefore, we suggest to adopt different product distribution policies at different sales stages, or according to different sales strategies of products, or according to the strength of market promotion.

Fourth, reduce the business methods of credit sales and consignment.

In order to occupy the market quickly or achieve the sales target, the sales staff adopt the operation mode of selling on credit and selling on commission. This sales model is the soil for dealers to default on the payment receivable, and it is easy to cause the emergence of dormant account. It is necessary to formulate corresponding sales incentive policies, encourage dealers to cooperate by means of purchase and sale, cash and spot, and minimize credit sales and consignment.

Fifth, formulate a reasonable incentive policy.

When we formulate marketing policies, we should include the management of accounts receivable in the assessment of sales personnel, that is, personal interests should be linked not only to sales performance and payment, but also to the management of accounts receivable, and formulate reasonable regulations on rewards and punishments of accounts receivable to keep accounts receivable within a reasonable and safe range.

Six, the establishment of credit evaluation and audit system.

In practical work, there are very few dealers who can really do cash spot. We should establish a credit evaluation and auditing system and give different dealers different credit lines and periods (usually half a year). The credit management of dealers should adopt a dynamic management mode, that is, according to the previous cooperation, the credit status of dealers should be reassessed every six months.

Dunning methods and skills:

First, the principle of strengthening sales staff:

In the actual sales management process, we will feel that the sales staff are always helping the dealers to ask for more benefits from the manufacturers. How to deal with the relationship between manufacturers and distributors is an important topic for salespeople. We often hear: "manufacturers and distributors should win-win", but it is very difficult to really do this. Therefore, while maintaining good customer relations with dealers, salespeople must strengthen their own principles, that is, the relationship between salespeople's sympathy and professional ethics, and faithfully implement the sales policy (accounts receivable management) formulated by the company.

Second, strengthen the sales staff's awareness of payment:

We should cultivate good habits among sales staff: one week before the payment recovery period, call or visit the person in charge to predict the payment settlement date; Set the settlement date three days before the deadline. If you can't keep the appointment, you should inform the other party, and one of your colleagues will handle it. If the other party can't keep the appointment, you should suggest that the other party authorize others to follow up the money. Be sure to visit on time on the day of settlement.

1, because time is the debtor's umbrella, the longer the time, the lower the recovery success rate;

2. Final collection period

A. The number of days in arrears by the customer shall not exceed 0/3 of 65438+ payment period; If it exceeds, it should take immediate action to recover;

B. If the term is 30 days, the final payment term cannot exceed 40 days;

C. If the term is 60 days, the final payment term cannot exceed 80 days;

D. If it is not recovered immediately, it is equivalent to giving the opportunity of repayment to other companies, and the business risk of the company will also increase accordingly.

Third, strengthen the terminal management and maintenance ability of sales staff:

Establishing an effective terminal maintenance management method can not only reduce the business risk of dealers, but also ensure the safety of payment by manufacturers; At the same time, it can also improve sales performance, improve the position of company image and product image in dealers, and help to pay off accounts receivable in time.

To ensure the sales return of the factory, it is necessary to ensure the sales return of the dealer. To improve the business of manufacturers, it is necessary to ensure the business of dealers.

Fourth, improve the sales staff's collection skills:

Salespeople play a very important role in the successful collection of accounts, and we should strengthen the training of salespeople in this aspect in our daily work:

1. Use common sense;

2. recycling letters;

3. Rich and perfect customer data files;

4. Let the other party write down the commitment letter to pay the arrears and affix the official seal;

5. Direct contact with the person in charge;

6. recording;