赊销风险表现形式
Forms of credit sales’ risk
1、资金成本方面：赊销期间收不回货款，占用资金成本，企业资金压力大;
Capital cost: the payment for goods cannot be collected during the period of credit sales, which leads to capital cost and great capital pressure of enterprises;
2、管理成本增加：供应商为催款要支付不少费用，包括差旅费用、律师费用、诉讼费用及因此而支出的公关费用等，这就大大增加了供应商的管理成本;
Increased management costs: the supplier has to pay a lot of expenses for urging payment, including travel expenses, lawyers' fees, litigation costs and the public relations expenses incurred as a result, which greatly increases the management costs of the supplier;
3、机会成本：资金被客户占用，企业就丧失了这笔资金投入其他盈利项目的机会;
Opportunity cost: if the capital is occupied by customers, the enterprise will lose the opportunity to invest the capital in other profitable projects;
4、信用短缺成本：企业没有获得最大销售所产生的损失。
Credit shortage cost: the loss caused by the failure of the enterprise to obtain the maximum sales.
计算方式是企业最大销售量与企业实际销售量所能获得的利润差;
The calculation method is the profit difference between the maximum sales volume and the actual sales volume.
5、坏账成本：由于各种原因，赊销的货款往往无法回收，造成呆坏帐增加。
Bad debt costs: due to various reasons, loans sold on credit are often unrecoverable, resulting in an increase in bad debts.
二
信用管理？有效控制赊销风险
credit management? Effectively control the risk of credit sales
信用管理就是对客户的信用状况进行调查、评估，以决定对该客户是否值得赊销以及赊销的额度与期限;在赊销之后，密切监控客户的各种信息，来确定对其采取何种收帐政策。
Credit management is to investigate and evaluate the customer's credit status to determine whether the customer is worthy of credit sales and the amount and term of credit sales; After a credit sale, closely monitor the customer's information to determine what collection policies are in place.
1、选择客户
Select customers
接触客户是企业销售工作的开始，同时贯穿整个销售工作的全过程。接触客户的一个直接信用管理目标便是评价客户的信用等级，选择信用良好的客户进行交易。
Contacting with customer is the beginning of the enterprise sales work which at the same time throughout the whole process of sales work. One of the direct credit management goals of contacting customers is to evaluate the credit rating of customers and choose the customers with good credit to conduct transactions.
2、确定信用条件
Determination of credit conditions
这里的谈判是指从最初与客户的协商直到双方达成一致协议的过程。
The negotiation here refers to the process from the initial negotiation with the customer to the mutual agreement.
谈判过程中将和客户一起确定信用条件，包括给予信用的形式(如付款方式)、期限和金额。
Credit terms will be determined with the customer during the negotiation process, including the form of credit granted (such as payment method), term and amount.
3、制定保障条款
Formulate guarantee clauses
保障条款是企业在赊销过程中采取的降低风险的措施，在供货合同中约定抵押、担保条款;约定纠纷处理的管辖地条款;约定限制业务人员代理权滥用条款;货物所有权保留条款。
The guarantee clause is the measure to reduce the risk in the process of credit sale. Provisions on the jurisdiction of the dispute settlement; Provisions on limiting the abuse of agency power by business personnel; Retention of title clause.
4、事中控制
Control
销售部门以赊销的形式售出货物之后，面临的一个最直接问题就是如何对形成的应收账款进行监控，保证及时收回货款。此时信用管理的目标是如何提高应收账款回收率。
After the sales department sells goods on credit, one of the most direct problems it faces is how to monitor the accounts receivable and ensure timely collection of goods. At this time, the goal of credit management is how to improve the accounts receivable recovery rate.
5、货款催收
Payment collection
货款的催收，主要工作就是对一些已经付款期限的应收款及时催收，对于一些没有约定付款期限的应收款则应在合理期限内催收。
The main work of collection of payment is to urge those expired payment, for some no agreed payment period of receivables should be within a reasonable period of collection.
应注意的问题就是不能超过两年的诉讼时效，否则就丧失了要求法律保护的权利。
The problem that should pay attention to is cannot exceed two years of limitation of action, otherwise you will lose the right to claim legal protection.
6、坏账追讨
Collection of bad debts
当发生呆账或坏账的情况时，企业必须面对追账的问题，这是企业信用管理的事后反馈。
When bad debts occur, enterprises must face the problem of debt collection, which is the after-the-fact feedback of enterprise credit management.
所以说，还是不要赊销了，正常情况下不考虑，现在这种大环境下更不考虑了，不管是哪里客户，一定不要赊销，到最后可能底裤都要搭进去。
So don't sell on credit, no matter where the customer from. Or in the end, you will suffer great losses.
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