Chapter 21 Chapter 20 Accounts Receivable Management

Under the condition of market economy, with fierce competition, in order to stabilize their sales channels, expand product sales, reduce inventory, and increase income, enterprises often need to provide customers with credit services, which leads to the generation of accounts receivable .The formation of accounts receivable increases the risk of business operations and affects the turnover and economic benefits of business operations.If an enterprise wants to ensure that there will be no such situations as poor capital turnover and heavy market losses, the first thing to solve is how to strengthen the management of accounts receivable and reduce the losses caused by accounts receivable to the enterprise.Therefore, how to monitor the generation of accounts receivable and how to deal with accounts receivable has become a major issue that cannot be avoided in sales management.

Accounts receivable was originally a financial concept, which refers to the money that should be collected from the purchaser, the unit or individual receiving the labor service due to the sale of products, materials, and provision of labor services.After the promulgation of my country's "Property Law", the concept of "accounts receivable pledge" was introduced. According to the provisions of the supporting law "Accounts Receivable Pledge Registration Measures" of the "Property Law", accounts receivable refers to the obligee who provides certain The right to demand payment from the obligor for goods, services or facilities, including present and future monetary claims and the proceeds therefrom.

1. Nature of accounts receivable Commercial credit is the original form of credit development.With the continuous development of the economy, the phenomenon of credit purchase and credit sales that existed in the simple commodity economy in the past has been widely developed.In the process of enterprise capital circulation, there are inconsistencies in the production time and circulation time among enterprises, resulting in the phenomenon that some enterprises' goods are waiting to be sold, while other enterprises that need these goods cannot purchase them immediately due to insufficient cash.If only cash sales are allowed, it will inevitably lead to the extension of the sale time of goods and the delay and interruption of the production process of enterprises, which in turn will lead to the delay and interruption of the reproduction process of the entire national economy.Therefore, based on the needs of economic development, there is an objective basis for the emergence and development of credit purchases and credit sales.

In the entire credit system, commercial credit and bank credit are the basic forms of credit, and commercial credit is the foundation of bank credit and even the entire credit system.The continuous development of commercial credit promotes the emergence and development of bank credit, consumer credit and national credit. Among enterprise assets, the manifestation of credit sales is accounts receivable.Accounts receivable are commercial credits in nature.Accounts receivable are generally referred to as accounts receivable when an enterprise sells commodities, products or provides labor services.

With the continuous advancement of reform, opening up and modernization, my country's socialist market economic system has been gradually established, the degree of marketization of the national economy has increased day by day, the amount of corporate accounts receivable has increased rapidly, and accounts receivable management has increasingly become a corporate asset. Management is an important part of liquid asset management in particular. 2. The role of accounts receivable (1) Expand sales and increase the company's market share.If an enterprise wants to continue to grow and develop in the highly competitive market economy environment, it must continuously expand sales, increase the market share of products or services, and increase the profit level of the enterprise.The use of credit sales is one of the most effective means to expand sales, especially in the case of macroeconomic downturn, market shrinkage and lack of funds, credit sales is a major means to seize the market.In addition, when a company develops new products and explores new markets, the use of credit sales is also a powerful weapon to increase the company's market share.

(2) Reduce the level of inventory occupation.The level of inventory occupation of enterprises affects the level of expenses of enterprises.Generally speaking, an increase in inventory occupancy will lead to a corresponding increase in operating expenses such as storage fees, insurance fees, and custody fees to a large extent.Therefore, whether it is a seasonal production enterprise or a non-seasonal production enterprise, when the inventory occupation level is too large, in order to reduce possible expenses or losses, they will adopt more favorable conditions for credit sales and convert inventory into accounts receivable.This will not only improve the debt repayment level of the enterprise, increase the liquidity of assets, but also reduce expenses and losses.

Recognizing the nature and significance of accounts receivable, there will be no phenomenon of blindly adopting cash sales in order to increase the collection ratio, which is conducive to the improvement of business performance. The reasons for the occurrence of accounts receivable can generally be divided into internal reasons of the enterprise and external reasons of the enterprise. 1. Internal reasons of the enterprise (1) Sales on credit.In order to expand the sales share, increase the market share of products, or to consolidate business channels with supporting enterprises and obtain stable economic returns, enterprises often determine the objects and amounts of credit sales when formulating their own marketing strategies.

(2) Product characteristics.Due to the characteristics of the product itself, the sales cannot be completed at one time, which will inevitably lead to the generation of accounts receivable. For example, some machinery and equipment, buildings, labor services and technologies need to be used and inspected for a period of time after delivery.Usually, the buyer detains a certain percentage of the seller's payment for the goods in the form of quality assurance money, and pays the quality assurance money after the product is used and inspected to pass the inspection. (3) Loopholes in management.This is one of the main reasons why most companies form accounts receivable, which is reflected in all aspects of product sales.In the process of concluding the sales contract, due to the unclear expression of the relevant contract terms, the two parties to the contract have ambiguity; or the expression of important concepts is not accurate, and has no binding force on the other party; Typos are used, etc., so that the other party can take advantage of it.In the process of product delivery, if the selected mode of transportation, transportation means, loading and unloading methods, loading and unloading tools, product packaging, transportation routes, delivery batches, delivery time, etc. change or make mistakes due to their own reasons, they will be inconsistent with the contract , resulting in product damage, increased costs, advance or delay in arrival time, without the consent of the other party, it is easy to cause disputes, which in turn affects and delays the settlement of the payment.In the process of product acceptance, the methods and standards of sampling, testing and measurement, as well as the scope and quantity of product accessories (including all drawings, data and written materials), etc., due to the fact that some products do have errors in prior agreement and actual operation Possibly, there will also be product acceptance disputes, which will make it difficult to return the payment in time.In the link of payment settlement, due to the different settlement methods selected, the time when the payment arrives is also different.For settlement methods such as commercial bills of exchange, entrusted collection, collection and acceptance, etc., due to many transit links and many changing factors, it takes a long time for the payment to arrive in the account.The communication between the sales department and the financial department is not enough, and the sales and collection are out of touch, which leads to the generation of accounts receivable.Due to work mistakes or weak sense of responsibility, some staff members caused mistakes and loss of bills, resulting in failure to recover the payment in time.

2. External reasons of the enterprise (1) Malicious delinquency.This is the most direct and main reason for the large increase in corporate accounts receivable.Since my country has not been transitioning from a planned economy to a socialist market economy for a long time, the national macro-credit system has not yet been established, and enterprises have insufficient understanding of the importance of credit. The arrears are very serious, and some companies even think that "debts are justified", and debts are a manifestation of the "strong" business capabilities of enterprises.

(2) Advantages of the buyer's market.Under market economic conditions, when the supply of products exceeds demand, the buyer is always in an advantageous position and often imposes a delayed payment on the seller as a purchase condition.However, the seller has to accept passively because he is in a disadvantaged position and has no room for maneuver. (3) Lax law enforcement and local protectionism.After the current economic disputes between enterprises have been resorted to the law, there are lax enforcement by some law enforcement agencies and local protectionism. The phenomenon of "losing money after winning the lawsuit" is relatively common. The first consequence is that the existing accounts receivable cannot be resolved. The second is to encourage the spread of the trend of arrears of payment.

(4) Malicious fraud.A small number of unscrupulous enterprises and criminals use various means to defraud enterprises.This is also one of the reasons why some companies form accounts receivable. 1. Reduce corporate credit and affect corporate image The balance of accounts receivable of the enterprise is too large, which occupies a large amount of funds. If it cannot be recovered when it is due, the enterprise cannot repay the due debt, which will cause the enterprise to lose credit and lose the support of financial institutions.Therefore, enterprises cannot obtain discounts from suppliers, thereby increasing transaction costs.At the same time, if an enterprise maintains an excessively high balance of accounts receivable, it is easy to generate bad debts, which will bring losses to the enterprise, increase the financial risk of the enterprise, and even lead to the bankruptcy of the enterprise in severe cases.In addition, accounts receivable occupying too much funds for a long time will also affect the corporate image. 2. Reduce the capital use efficiency of the enterprise Due to the inconsistency between the logistics and capital flow of the enterprise, the goods and sales invoices are issued, but the payment for the goods cannot be recovered simultaneously, and the sales have been established. This kind of sales revenue without payment for goods will inevitably generate sales business profits and losses without cash inflow. Sales tax payment and annual income tax prepayment, if it involves accounts receivable caused by multi-year sales revenue, it can generate corporate current assets to advance annual dividends to shareholders.Due to the above-mentioned pursuit of superficial benefits, the advance payment of taxes and advance payment of dividends to shareholders occupy a large amount of working capital, which will inevitably affect the turnover of enterprise funds over time, which will lead to the concealment of the actual operation of the enterprise and affect the production plan and sales plan of the enterprise. etc., unable to achieve the established benefit goals. 3. Virtual enterprise operating results, increasing operating risks Since the accounting basis implemented by Chinese enterprises is the accrual system, all credit sales income incurred in the current period shall be included in the current income.Therefore, the increase in profit on the enterprise's account does not mean that the cash inflow can be realized as scheduled.The accounting system requires companies to make provision for bad debts based on the percentage of the balance of accounts receivable, and the bad debt provision rate is generally 3% to 5% (except for special enterprises).If the actual bad debt loss exceeds the bad debt provision, it will bring great losses to the enterprise.Therefore, the existence of a large number of accounts receivable of enterprises inflates the sales revenue on the book, exaggerates the operating results of enterprises to a certain extent, and increases the risk cost of enterprises. 4. Accelerated the cash outflow of the enterprise Although credit sales can generate more profits for the enterprise, it does not really increase the cash inflow of the enterprise. Instead, the enterprise has to use limited working capital to advance various taxes and expenses, which accelerates the cash outflow of the enterprise. The main manifestations are: (1) The expenditure of enterprise turnover tax.Accounts receivable bring sales revenue, but do not actually receive cash. The turnover tax is calculated based on sales, and the enterprise must pay in cash on time.The turnover taxes paid by enterprises, such as value-added tax, business tax, consumption tax, resource tax and urban maintenance and construction tax, will inevitably increase with the increase in sales revenue. (2) Income tax expenditure.Accounts receivable generate profits but are not realized in cash, whereas income taxes must be paid in cash on time. (3) The distribution of cash profits also has such problems. In addition, the management cost of accounts receivable and the recovery cost of accounts receivable will accelerate the cash outflow of enterprises. 5. Prolong the business cycle of the enterprise and delay the speed of capital turnover The operating cycle is the period from obtaining inventory to selling inventory and collecting cash. The length of the operating cycle depends on the number of days of inventory turnover and the number of days of accounts receivable turnover, and the operating cycle is the sum of the two.It can be seen from this that the existence of unreasonable accounts receivable prolongs the business cycle, affects the capital circulation of the enterprise, and causes a large amount of working capital to be deposited in non-production links, resulting in a shortage of cash for the enterprise, affecting the payment of wages and the purchase of raw materials. , seriously affecting the normal production and operation of the enterprise. 6. Increased the error probability in the process of accounts receivable management Faced with complex receivable accounts, it is difficult for enterprises to detect accounting errors in time, and cannot timely understand the dynamics of receivables and the details of the other party's receivables, resulting in unclear responsibilities. Scattering and loss of approval procedures and other materials may cause the accounts receivable of the enterprise to be recovered on time if it should be recovered on time, and only part of the total recovery should be recovered, and those that can be recovered through legal means cannot be recovered due to incomplete data. Until the final formation of the loss of enterprise unit assets. Credit investigation is a necessary means to obtain true and reliable customer information, and it is also the source of strengthening accounts receivable management.Only by obtaining rich and detailed customer credit information can we effectively analyze and evaluate the customer's credit status, formulate reasonable credit policies, and effectively strengthen the management of accounts receivable.Credit investigation methods for customers include direct investigation and indirect investigation.The direct investigation method refers to the use of on-the-spot investigations, interviews, customer filling in application forms, questionnaires and other methods to obtain first-hand information from customers; the indirect investigation method refers to the use of acquisition and analysis of customer financial statements, customer internal databases, or external credit. Credit rating reports from rating agencies, as well as data obtained from public institutions and public information channels. Carrying out credit investigation is not only to collect and process customer credit information, but also to implement dynamic management of customer credit files and establish a customer credit management information system.The credit management department implements dynamic management of customer files, with the purpose of regularly adjusting the credit line to customers with changes in customers' finances, operations, and personnel.A qualified customer profile requires its customer information to be dynamic, which is a very important indicator.The so-called dynamic information refers to the continuous updating of customer profile information. The collection and processing of customer credit information requires the establishment of a customer credit management system, including the establishment of a customer information database.By establishing a customer credit management information system, it is convenient to store, analyze and use a large amount of customer information, free credit management personnel from heavy manual labor, and make the information communication and management process between departments smoother. and business progress, effectively improving the efficiency and level of corporate credit management. The fundamental purpose of enterprise credit management is not to limit or hinder sales, but to achieve the role of optimizing the customer group of the enterprise through the management of corporate customers, which is to prevent problems before they happen, that is, before the transaction with the customer, the customer's credit Analyze and evaluate the situation, that is, screen customers who are eligible to enjoy the preferential treatment of credit purchase products for credit extension. On the basis of fully obtaining customer credit information, it is necessary to adopt scientific and reasonable analysis and evaluation methods to objectively evaluate the customer's credit status.There are two basic methods of credit analysis: one is qualitative analysis and the other is quantitative analysis.Quantitative analysis methods rely more on the company's financial data, while qualitative analysis relies more on expert comprehensive judgment.The qualitative analysis and quantitative analysis methods of credit analysis have their own characteristics.The rating circle in the United States believes that the use of mathematical models to analyze past financial data is only the starting point for credit analysis.Without analyzing and investigating various factors such as the market environment, competitiveness, and the quality of operators on this basis, it will be difficult to draw correct conclusions in credit analysis, thus negating the method of relying solely on quantitative index analysis and advocating relative credit analysis Method, that is, the analysis method emphasizes the combination of qualitative analysis and quantitative analysis methods. 1. Qualitative analysis method The qualitative analysis method refers to the method of analyzing the customer's credit relying on the subjective judgment of the credit analysis experts of the enterprise.The characteristic of this analysis method is that it completely relies on the experience accumulation of experts. Generally, an evaluation team is composed of many experts. Each expert makes his own estimate based on the credit evaluation standards determined by the enterprise, and then determines the customer's credit rating based on the expert's voting results. Or whether to grant credit.The standard of enterprise credit evaluation is determined by the enterprise based on its own actual experience and with reference to the standards of the same industry. Different enterprises have different standards for credit evaluation. The most common one is the 5C evaluation method of credit analysis. The 5C evaluation method refers to the method of evaluating the five factors that affect the credit status of enterprises.Since the first letter of these five aspects in English is C, it is called the 5C evaluation method.These five aspects are the customer's character, capacity, capital, collateral and condition.Among them, morality refers to the meaning of the enterprise's contract performance, which is the primary factor affecting the credit of the enterprise. The customer's morality can generally be measured from the customer's performance record, the quality and morality of the enterprise management personnel; ability refers to the customer's spot payment and Solvency can usually be judged through financial analysis and non-financial analysis of business operations. Usually, the more current assets a customer has, the stronger their ability to convert into cash payments. At the same time, attention should also be paid to the quality of the customer's current assets. See if there is too much inventory, outdated or declining quality, which will affect its liquidity; capital refers to the financial strength of the enterprise, which determines the ultimate solvency of the enterprise, and can also be judged by corresponding financial indicators; mortgage refers to the financial strength provided by the enterprise. Standby debt repayment guarantees, including mortgages, guarantees, and lien, usually require valuation of the mortgaged assets and credit analysis of the guarantor to determine the value of the mortgage guarantee; although the environment is listed as the last factor of the 5Cs, it does not It does not mean that it is unimportant. On the contrary, as the only external factor in the 5C evaluation method, the environment plays an important role in the changes of other internal factors. The business behavior of enterprises is often affected by environmental factors. Usually, through industry Analysis and competitive analysis to determine the environmental risks faced by enterprises. 2. Quantitative analysis method Quantitative analysis is a method of analysis that companies undertake by developing credit models.Generally, by designing a set of objective indicators, each indicator specifies the scoring standard and weight, and then determines the customer's credit score and customer credit rating according to a given credit model, as the result of customer credit analysis. (1) Customer Scorecard Method.The customer scorecard method is a combination of a grade prediction model and a scoring model. It assigns different values ​​and weights to a series of factors that may affect the customer's credit status, and then uses a weighted average method to calculate the customer's comprehensive credit score. In order to compare and evaluate the credit status of different customers. The advantages of this customer scorecard approach are fairly obvious.First of all, it is more suitable for our country's current national conditions.Scorecards take into account both qualitative factors, such as personal qualities, and some quantitative factors, such as financial indicators.Secondly, because the selection of certain factors and the grouping of factors require the experience and judgment of management or front-line personnel, the customer scorecard formulated in this way is more in line with the actual situation of the enterprise, and at the same time, it is easy to be accepted by various departments of the enterprise.Thirdly, the cost of developing, maintaining and modifying customer scorecards is relatively low.If the number of customers in the company is not very large (100~500), and the accuracy of the information is not too high, it is a better method to use the scorecard method. In short, the biggest advantage of the customer scorecard model is its strong operability.It considers subjective and objective factors at the same time, not only retains the advantages of data statistics, but also has subjective adjustments.This makes it more flexible and requires less data.Another advantage of this approach is the ability to initially test the accuracy of the model. (2) Option analysis method.The option analysis method is based on the Black-Scholes-Merton model to measure the probability of a company's default.The company’s debt management is like a shareholder buying an option from a creditor. The company’s assets are the underlying assets of the call, and the debt is the performance price. Therefore, the option model can be used to estimate the company’s value. When the company’s asset value is lower than the debt When , shareholders will choose to default, therefore, the company default probability is the probability that the value of the company's assets is lower than the debt. 1. Strengthen the daily management of accounts receivable In the daily management of accounts receivable, some aspects of the company are not detailed enough, such as the preparation of the aging analysis table.Specifically, the daily management of accounts receivable can be done well from the following aspects: (1) Make basic records to understand the timeliness of payment by customers (including subsidiaries).The basic recording work includes the credit conditions provided by the enterprise to the customer, the date of establishing the credit relationship, the time of the customer's payment, the amount of the current arrears, and the change of the customer's credit rating. Only by mastering these information can the enterprise take corresponding countermeasures in a timely manner. (2) Check whether the customer breaks the credit limit.For every credit sale business provided by a customer, the enterprise must check whether there is a record of exceeding the credit period, and pay attention to checking whether the total debt owed by the customer has exceeded the credit limit. (3) Grasp the customer's debts that have passed the credit term, and closely monitor the increase or decrease of the customer's due debts, so as to take timely measures to contact the customer to remind him to pay as soon as possible. (4) Analyze the turnover rate of accounts receivable and the average collection period to see whether the working capital is at a normal level. The enterprise can use this indicator to evaluate the management of accounts receivable compared with the previous actual situation, the current plan and the same industry The grades and deficiencies in the course, and modify the credit conditions. (5) Enterprises should follow the prudent accounting information quality characteristics, estimate the possibility of bad debt losses in advance, actively establish a preparation system to make up for bad debt losses, and investigate the situation of refusal to pay, and examine the percentage of receivables that have been rebuffed. That is, the bad debt reserve ratio, to determine whether the credit policy of the enterprise should be changed. If the actual bad debt reserve ratio is greater than or lower than the expected bad debt reserve ratio, the enterprise must check whether the credit standard is too strict or too loose, so as to revise the credit standard. (6) Prepare an aging analysis table to check the actual number of days of accounts receivable. The enterprise can supervise its recovery by preparing an aging analysis table. Based on this, you can know how much arrears are still within the credit period. Monitor in a timely manner, how much arrears have exceeded the credit period, calculate the percentage of the overdue amount, and estimate how much arrears will cause bad debts. If most of the arrears are overdue, the company should check its credit policy. 2. Strengthen the ex-post management of accounts receivable For overdue accounts receivable, the aging analysis should be carried out, and the collection should be stepped up, because the most taboo is not to recover the accounts in time.According to the statistics of the American Association of Collectors, the success rate of collection of accounts over half a year is 57.8%, the success rate of collection of accounts over one year is 26.6%, and only 13.6% of accounts over two years can be recovered.Collection management includes the following two parts: First of all, determine the reasonable procedures for collecting accounts. The procedures for collecting accounts are generally: letter notification, telegram, telephone and fax collection, sending someone to interview, resorting to law, etc. Before taking legal action, the cost-benefit principle should be considered. In the following situations Then there is no need to sue: litigation costs exceed the amount of debt claims; customer collateral can be discounted to write off debts; the customer’s debt is not large, and litigation may damage the operation of the company; the possibility of recovering accounts after litigation is limited. Second, determine the reasonable method of debt collection.If the customer does encounter temporary difficulties, he can make a comeback after hard work, and the company will help him tide over the difficulties in order to recover the accounts. The general method is to reorganize the debts of accounts receivable: accept the debtors at a market price lower than the debt amount Compensate non-monetary assets; change the debt form to "long-term receivables", determine a reasonable interest rate, and agree to the customer's amortization plan; modify the debt conditions, extend the payment period, and even reduce the principal to encourage repayment; Driven by common economic interests, the creditor's rights are converted into "long-term equity investment" for customers, assisting in the start-up of loss-making enterprises and achieving the purpose of recovering funds.If the client has reached the limit of bankruptcy, he should file a lawsuit with the court in time, so as to obtain partial compensation during bankruptcy liquidation.For the debts that customers deliberately default, the available methods include the reasoning method, the fatigue method, the aggressive method, and the use of both soft and hard methods. Enterprises should formulate a set of scientific and standardized routine methods and procedures for credit sales.These methods and procedures mainly include the key contents of the following five aspects. 1. Job division control Establish a post responsibility system for sales and collection business, clarify the responsibilities and authority of relevant departments and positions, and ensure that incompatible positions that handle sales and collection business are separated, restricted and supervised.Set up separate departments for sales, delivery, and payment collection, and clarify their respective responsibilities and authorities; units that establish a dedicated credit management department (or post) should separate credit management posts from sales business posts. 2. Authorization Approval Control Clarify the authorization and approval methods, authority, procedures, responsibilities and related control measures of the approvers for the sales business.Approval personnel shall not exceed their authority for approval.Clarify the scope of responsibilities and job requirements of the managers.Collective decision-making is implemented for sales business and special credit conditions with relatively large amounts or special circumstances.Unauthorized personnel are not allowed to conduct sales and collection business. 3. Sales and delivery control Establish a sales budget routine system, formulate sales targets, and establish a sales convention responsibility system.Establish a sales pricing control system, formulate price lists, discount policies, and payment policies and strictly implement them.Strengthen the practice of credit sales, and implement collective decision-making and approval for credit sales that exceed the sales policy and credit policy.Clearly stipulate the post responsibility system, responsibility authority and management measures in sales negotiation, contract signing, contract approval, sales, delivery and other links, and strictly implement them.Establish a return management system.Sales returns must be approved by the Sales Supervisor.Establish a complete sales registration system, and strengthen the verification of sales contracts, sales plans, sales notices, delivery documents, shipping documents, and sales invoices.The sales department should set up a sales ledger. 4. Collection control The sales revenue shall be entered into the account in a timely manner, no account shall be set up outside the account, and cash shall not be withdrawn without authorization.Sales and collections functions should be separated, and salespeople should avoid handling cash.Establish an aging analysis system for accounts receivable and a collection system for overdue accounts receivable.Set up accounts receivable ledger by customer.Strengthen the management of accounts receivable and recover the funds in full and in a timely manner.Accounts receivable that may become bad debts should be reported to relevant decision-making agencies to determine whether they are recognized as bad debts.The reasons for the occurrence of bad debts should be ascertained and the responsibilities should be clarified.The bad debts that have been written off are registered for future reference, and the write-off records are kept.The recovery of bad debts that have been written off should be recorded in time.To strengthen the management of bills receivable, the acquisition and discount must be approved in writing by the person in charge other than the custody of the bills.Regularly check the current payments with customers, and if there is any discrepancy, find out the reason and deal with it in time. 5. Supervision and inspection Regularly check the setting of positions and personnel related to sales and collection business; regularly check the implementation of the authorization and approval system for sales and collection business; regularly check the management of sales; regularly check the management of collection; regularly check the management of sales returns Condition. Enterprises should use the method of aging analysis to calculate the aging of each account receivable and the average age of all accounts receivable, and use this to strengthen the recovery of accounts receivable.In order to speed up the realization of accounts receivable, in addition to formulating reasonable reward and punishment measures, enterprises should also formulate reasonable and effective procedures and methods for collecting accounts, such as using telephone, letter, email and other communication methods, as well as personal visits or Entrust a special collection agency to collect the receivables. If necessary, the company can also take legal action against the debtor customers to recover the receivables. Here is a POWER law (take the first letter of the English translation of its five stages). 1. Preparation Proper preparations should be made before any collection action (including phone calls) to estimate the possible excuses and reactions of customers and improve the efficiency of collection work.The main contents of the preparation include: reviewing the process and results of the last collection action, the possible reasons of the customer, whether we are at fault, whether to solve it, who to contact with the other party in this action, and what purpose needs to be achieved, etc.Whether to carry out classified collection?Can collection actions be carried out on time?Is there a written record of the collection process?Is the collection process step-by-step?Wait. 2. Express clearly (open strongly) In the collection action, the intention of collection should be clearly expressed, such as the amount, when to repay, etc., and it must be confirmed that the other party has authority to obtain and understand our opinions.This makes the collection action more formal and highly targeted. 3. Master the progress and overcome difficulties (work with objects) In the action of collection, Party A has absolutely justifiable reasons, so Party A should grasp the progress, topics, and methods of the conversation or meeting without hesitation, and use a decisive and resolute attitude to dispel the excuses and non-cooperative behaviors that customers may raise, and promote collection. payment action. 4. Confirm commitment (end with commitment) When the collection action is about to end, the collection personnel must clearly confirm with the customer the consensus reached, the commitments made, and the clear opinions on some disputes. On the one hand, remind the customer to abide by the promise in the future, and on the other hand, confirm the collection action the results. 5. React quickly for broken promises Some customers often make empty promises, but later regret or do nothing.For such customers, we must promptly express our serious concern and dissatisfaction.If the other party is indeed insincere, appropriate escalation actions should be taken. Although the POWER rule is simple, it is applicable to telephone collection, face-to-face collection, etc.It can be used not only for the collection of a single account, but also for guiding the collection of the overall accounts receivable, so it is a relatively feasible and valuable method. In order to ensure the safety and integrity of accounts receivable to the greatest extent, enterprises should, on the basis of analyzing and evaluating customers' credit status, adopt asset preservation methods to prevent and resolve various possible risks.Enterprises can usually guard against risks in terms of contracts, guarantees, mortgages, pledges, liens, and litigation.In addition, debt restructuring is also one of the effective options to maximize the preservation of accounts receivable. In short, the goal of risk management is to minimize the risk under the premise of ensuring a certain profit for the enterprise.In order to seek high profits, enterprises must give full play to the function of accounts receivable to expand sales, and increase income and profits through credit sales, but more accounts receivable make enterprises face greater risks.The art of risk management is to make the best unity of risk and profitability, so as to maximize the total utility.And through the establishment of the account receivable risk management mechanism, the risk management of the account receivable can be implemented throughout the whole process, so that the enterprise can reduce the risk level and ensure the safety of enterprise operation while ensuring a certain level of income. Now take the accounts receivable management system of a certain enterprise as an example to illustrate the specific content of the accounts receivable management system. Chapter 1 General 1st entry. This system is specially formulated to ensure that enterprises can use customer credit to expand the market as much as possible, and at the same time prevent various risks in the process of accounts receivable management, reduce bad debt losses, speed up enterprise capital turnover, and improve enterprise capital use efficiency. Scope of application of Article 2. Accounts receivable referred to in this system include accounts receivable arising from credit sales and various creditor's rights arising from business operations, mainly including sales receivables, prepayments for purchases, and other receivables . Chapter 2 Credit Sales Business Management Article 3 In the sales of goods, if the customer uses the credit line to sell on credit, the salesperson in charge must fill in the "Invoice Issuance Application Form" for credit sales and indicate the credit sales period. Article 4 After the sales manager signs and approves the credit sales business according to the customer's credit limit, the financial department can issue invoices, and the warehouse management department can handle delivery procedures with the receipt. Article 5 The director of accounts receivable shall regularly check the collection and settlement of accounts receivable in accordance with the "Credit Limit Schedule", and strictly supervise the recovery and settlement of each account. Article 6 If the accounts receivable have not been paid within ×× days beyond the credit period, they should be reported to the financial manager in time, and the sales manager should be notified in time to organize the salesman to contact the customer for collection. Article 7 If the previous credit sale is not settled within the agreed time, unless the customer can provide a reliable financial guarantee under special circumstances, no delivery or credit sale will be made. Article 8 When the salesperson signs the contract and organizes the shipment, he must determine the sales method according to the credit rating and credit line. All sales contracts issued on credit must be signed by the sales manager before they can be issued with a seal. Chapter 3 Accounts Receivable Monitoring System Article 9 The account receivable supervisor shall provide a "Accounts Receivable Aging Schedule" that has not been collected in the current month before the last XX day of each month, and submit it to the financial manager, sales manager and marketing director. Article 10 When signing a contract or agreement with a customer, the salesperson shall agree on the single sales amount and the settlement period according to the corresponding customer credit limit and time limit in the "Credit Limit Table", and be responsible for handling the relevant accounts within the time limit Collection and contact. Article 11 The sales department shall check and follow up the credit customers' repayments in a timely manner in strict accordance with the "Credit Limit Table" and the "Accounts Receivable Aging Schedule" of the financial department. Article 12 The sales department will arrange the route and customers in a unified manner for the collection of accounts, and determine the return time. When the salesperson collects the accounts abroad, no matter whether the settlement is completed or not, he must report the work progress and itinerary to the sales manager by phone at any time. Article 13 After the salesperson receives the payment for the goods every day, he shall fill out the payment collection daily report in quadruplicate on the same day, keep one copy for himself, and submit three copies to the financial department of the enterprise. 第14条销售业务员收取的汇票金额大于应收账款时，非经销售经理同意，现场不得以现金找还客户，而应作为暂收款收回，并抵扣下次账款。 第15条销售业务员收款时对于客户现场反映的价格、交货期限、质量、运输问题，在业务权限内时可立即给予答复，若在权限外需立即汇报销售经理，并在不超过××个工作日内给予客户答复。 第16条销售业务员在销售产品和清收账款时不得有下列行为，一经发现，分别给予罚款或者开除处分，并限期补正或赔偿，情节严重者移交司法部门处理。 1.收款不报或积压收款。 2.退货不报或积压退货。 3.转售不依规定或转售图利。 4.代销其他厂家产品。 5.截留、挪用、坐支货款不及时上交。 6.收取现金改换承兑汇票。 第4章应收账款交接 第17条销售业务员岗位调换、离职，必须对经手的应收账款进行交接。 第18条凡销售业务员调岗的，必须先办理包括应收账款、库存产品等在内的工作交接，交接未完，不得离岗，交接不清的，责任由移交者负责，交接清楚后，责任由接替者负责。 第19条凡销售业务员离职的，应在××日前向企业提出申请，经批准后办理交接手续，未办理交接手续而自行离开者其薪资和离职补贴不予发放，由此给企业造成损失的，将依法追究法律责任。 第20条离职交接以最后在交接单上批示的生效日期为准，在生效日期前要完成交接，若交接不清又离职时，仍将依照法律程序追究当事人的责任。 第21条销售业务员提出离职后须把经手的应收账款全部收回或取得客户付款的承诺担保，若在××个月内未能收回或取得客户付款承诺担保的则不予办理离职手续。 第22条离职销售业务员经手的坏账理赔事宜如已取得客户的书面确认，则不影响离职手续的办理，其追诉工作由接替人员接办。理赔不因经手人的离职而无效。 第23条“离职移交清单”至少一式三份，由移交、接交人核对内容无误后双方签字，保存在移交人一份，接交人一份，企业档案存留一份。 第24条销售业务员接交时，应与客户核对账单，遇有疑问或账目不清时应立即向销售经理反映，未立即呈报，有意代为隐瞒者应与离职人员同负全部责任。 第25条销售业务员办交接时由销售经理监督；移交时发现有贪污公款、短缺物品、现金、票据或其他凭证者，除限期赔还外，情节重大时依法追究其民事、刑事责任。 第26条应收账款交接后××个月内应全部逐一核对，无异议的账款由接交人负责接手清收。 第27条交接前应核对全部账目报表，有关交接项目概以交接清单为准，交接清单若经交、接、监三方签署盖章即视为完成交接，日后若发现账目不符时由接交人负责。 第28条本制度自颁布之日起执行。 现以某企业应收票据、应收账款处理准则为例，说明应收票据、应收账款管理的具体内容。 1.为确保公司权益，减少坏账损失，依国内营业处理办法第六条的规定，特制定本准则，以资遵行。 2.各营业部门应依国内营业处理办法第四条的规定办妥客户征信调查，并随时侦查客户信用的变化(要利用机会通过A客户调查B客户的信用情形)，签注于征信调查表相关栏内。但政府机关、国营事业、信用良好的民营大企业及机会性的小金额或现金交易客户应不受此限。 3.营业部最迟应于出货日起30日内收款，唯不锈钢及特殊钢因限于同业习惯，应于55日内收款。如超过上述期限者，总管理处即依查得的资料，就其未收款项详细列表通告各营业部门主管核阅以督促加强催收。如超过60天尚未收回其金额在5万元以上者，营业部门应立即填列应收账款未收报告表送总管理处参考办理。但政府机关、国营事业及民营大型企业等订有其内部付款程序者，依其规定。 4.赊售货品收受支票时，应注意下列事项： (1)注意发票人有无权限签发支票。 (2)非该商号或本人签发的支票，应要求交付支票人背书。 (3)注意查明支票有效的绝对必要记载事项，如文字、金额、到期日、发票人盖章等是否齐全。 (4)注意所收支票账号号码越少表示与该银行往来期间越长，信用较为可靠(可直接向付款银行查明或请财务部协办)。 (5)注意所收支票账户与银行往来的期间、金额、退票记录情形(可直接向付款银行查明或请财务部协办)。 (6)支票上文字有否涂改、涂销或变造。 (7)注意支票记载何处不能修改(如大写金额)，可更改者是否于更改处加盖原印鉴章，如有背书人时应同时盖章。 (8)注意支票上的文字记载(如“禁止背书转让”字样)。 (9)注意支票是否已逾到期日1年(逾期1年失效)，如有背书人，应注意支票提示日期是否超过第六条的规定。 (10)尽量利用机会通过A客户注意B户支票(或客票)的信用。 5.本公司收受的支票提示付款期限，最迟应于到期日后6日内办理。 6.本公司收受的支票“到期日”与“兑现日”的计算如下： (1)本埠支票到期日当日兑现。 (2)近郊到期日2日内兑现。 7.所收支票已缴交者，如退票或因客户存款不足，或其他因素，要求退回兑现或换票时，营业单位应填具票据撤回申请书经部门主管签准后，送总管理处办理，营业部门取回原支票后，送总管理处办理，营业部门取回原支票后，必须先向客户取得相当于原支票金额的现金或担保品，或新开支票，或将原支票交付，但仍须依上列规定办理。 8.应收账款发生折让时，应填具折让证明单，并呈主管批准后始得办理(如急需时得先行以电话取得主管的同意，而后补办)，或遇有销货退回时，应于出货日起60天内将交寄货运收据及原始统一发票取回，送交会计人办理(如不能取回时，应向客户取得销货退回证明)，其折让或退回部分，应设销货折让及销货退回科目表示，不得直接由销货收入项下减除。 9.财务部门接到银行通知客户退票时，应即转告营业部门，营业部门对于退票，无法换回现金或新票时，应即寄发存证信函通知发票人以及背书人，并迅速拟定善策处理，并由营业部门填送呆账(退票)处理报告表，随附支票正本(副本留营业部门供备忘催办)及退票理由单，径送总管理处依法办理。 10.营业部门对退票申诉案件送请总管理处办理应提供下列资料： (1)发票人及背书人户籍所在地(先以电话告知财务部)。 (2)发票人及背书人财产(土地应注明所有权人、地段、地号、面积、持分、设定抵押、建物(土地改良物)应注明所有权人、建号、建坪持分、设定抵押，其他财产应注明名称存放地点、现值等。 (3)其他投资事业。 11.总管理处接到呆账(退票)处理报告表，经呈准后2日内应依法申诉，并随时将处理情形通知各有关单位。 12.上列债权确认无法收回时，应专案列表送总管理处，并附原呆账(退票)处理报告表存根联及税捐机关认可的合法凭证(如法院裁定书，或当地警察证明文件，或邮政信函等)呈总管理处总经理核准后，直接冲销应收账款。 13.依法申诉而无法收回债权部分，应取得法院债权凭证，交财务部列册保管，倘事后发现债务人(利益偿还请求权时效为15年内)有偿还能力时，应依上列有关规定申请法院执行。 14.本公司营业人员不依本准则的各项规定办理或有勾结行为，致使本公司权益蒙受损失者，依人事管理规则议处，情节重大者移送法办。 15.本准则经呈准后公布实施，修订时亦同。 现以某企业呆账管理办法为例，说明呆账管理的具体内容。 1.本公司为处理呆账，确保公司在法律上的各项权益，特制定本办法。 2.各分公司应对所有客户建立“客户信用卡”，并由业务代表依照过去半年内的销售实绩及信用的判断，拟定其信用限额(若有设立抵押的客户，以其抵押标的担保值为信用限额)，经主管核准后，应转交会计人员善加保管，并填记于该客户的应收账款明细账中。 3.信用限额系指公司可赊销给某客户的最高限额，即指客户的未到期票据及应收账款总和的最高极限。Any customer's undue bills must not exceed the credit limit, otherwise, the business representative, business supervisor, and accountant shall be responsible and shall be liable for compensation for any default. 4.为适应市场，并配合客户的营业消长，每年分两次，可由业务代表呈请调整客户的信用限额，第一次为6月30日，第二次为12月31日，核定方式如第2点。 分公司主管视客户的临时变化，应要求业务代表随时调整各客户的信用限额，但若因主管要求业务代表提高某客户信用限额所招致的倒账，其较原来核定为高的部分全数由主管负责赔偿。 5.业务代表所收受支票的发票人非客户本人时，应交客户以盖章及签名背书，经分公司主管核阅后缴交出纳，若因疏忽所招致的损失，则应由业务代表及分公司主管各负1/2的赔偿责任。 6.各种票据应按记载日期提示，不得因客户的要求不提示或迟延提示，但经分公司主管核准者不在此限。催讨换延票时，原票尽可能留待新票兑现后再返还票主。 7.业务代表不得以其本人的支票或代换其他支票充缴货款，如经发现，除应负该支票兑现的责任外，以侵占货款为由依法追究其责任。 8.分公司收到退票资料后，倘退票支票有背书人时，应即填写支票退票通知单，一联送背书人，一联存查，并进行催讨工作，若因违误所造成的损失，概由分公司主管及业务代表共同负责。 9.各分公司对催收票款的处理，在1个月内经催告仍无法达到催收目的，其金额在2万元以上者，应即将该案移送法务室依法追诉。 10.催收或诉讼案件中，有部分或全部票款未能收回者，应取具警察机关证明、邮局存证信函及债权凭证、法院和解笔录、申请调解的裁决凭证、破产宣告裁定等，其中的任何一种证件，送财务部做冲账准备。 11.没有核定信用限额或超过信用限额的销售而招致倒账，其无信用限额的交易金额，由业务代表负全数赔偿责任。As for the portion exceeding the credit limit, if the accountant or supervisor stops it, the sales representative will be responsible for compensation. If the accountant or supervisor does not stop it, the sales representative will compensate 80%, and the accountant and supervisor will each compensate 10%. If the default exceeds 20% of the credit limit, in addition to the business representative being responsible for compensation, the branch manager will punish the company according to the seriousness of the case. 12.业务代表应防止而来防止或有勾结行为者，以及没有合法营业场所或虚设行号的客户，不论信用限额如何，全数由业务代表负赔偿责任。The same applies to cases where the delivery receipt is lost due to the negligence of the sales representative, so that the payment cannot be recovered. 13.设立未满半年的客户，其信用限额不得超过人民币2万元，如违反规定而发生呆账，由业务代表负责赔偿全额。 14.各分公司业务主管，业务代表于其所负责的销售区域内，容许呆账率(即实际发生呆账金额除以全年销售净额的比率)设定为全年的5%。 15.各分公司业务主管，业务代表其每年发生的呆账率超过容许呆账率的惩处如下： (1)超过5‰，未满6‰者，警告一次，减发年终奖金10%。 (2)超过6‰，未满8‰，申诫一次，减发年终奖金20%。 (3)超过8‰，未满10‰，小过一次，减发年终奖金30%。 (4)超过10‰，未满12‰，小过二次，减发年终奖金40%。 (5)超过12‰，未满15‰，大过一次，减发年终奖金50%。 (6)超过15‰以上，即行调职，不发年终奖金。 若中途离职，于其任期中的呆账率达到上列的某项程度时，减发奖金的比例，以离职金计算。 16.各分公司业务主管、业务代表其每年发生的呆账率低于5‰时的奖励如下： (1)低于5‰(不包括5‰)，高于4‰(包括4‰)，嘉奖一次，加发年终奖金10%。 (2)低于4‰，高于3‰，嘉奖二次，加发年终奖金20%。 (3)低于3‰，高于2‰，小功一次，加发年终奖金30%。 (4)低于2‰，高于1‰，小功二次，加发年终奖金40%。 (5)低于1‰，大功一次，加发年终奖金50%。 In case of resignation midway, the bonus will not be calculated. 17.各分公司业务主管，业务代表以外人员的奖励、以该分公司每年所发生的呆账率，低于容许呆账率时实行。The content is as follows: (1)低于5‰(不包括5‰)，高于4‰(包括4‰)，每人加发年终奖金5%。 (2)低于4‰，高于3‰，每人加发年终奖金10%。 (3)低于3‰，高于2‰，每人加发年终奖金15%。 (4)低于2‰，高于1‰，每人加发年终奖金20%。 (5)低于1‰，每人加发年终奖金25%。 18.分公司因倒账催讨回收的票款，可作为其发生呆账金额的减项。 19.法务室依第9条接办的呆账，依法催讨收回的票款减除诉讼过程的一切费用的余额，其承办人员可获得如下的奖金： (1)在受理后6个月内催讨收回者，得20%的奖金。 (2)在受理后1年内催讨收回者，得10%的奖金。 20.依第11条已提列坏账损失或已从呆账准备冲转的呆账，业务人员及稽核人员仍应视其必要性继续催收，其收回的票款，由催收回者获得30%奖金。 21.本办法的呆账赔偿款项，均在该负责人员的薪资中，自确定月份开始，逐月扣赔，每月的扣赔金额，由其主管签呈核准的金额为准。 现以某企业问题帐管理办法为例，说明问题账管理的具体内容。 1.为妥善处理“问题账款”，争取时效，维护本公司与营业人员的权益，特制定本办法。 2.本办法所称的“问题账款”，系指本公司营业人员于销货过程中所发生被骗、被倒账、收回票据无法如期兑现或部分货款未能如期收回等情况的案件。 3.因销货而发生的应收账款，自发票开立之日起，逾2个月尚未收回，亦未按公司规定办理销货退回者，视同“问题账款”。但情况特殊经呈报总经理特准者，不在此限。 4.“问题账款”发生后，该单位应于2日内，据实填妥“问题账款报告书”，并检附有关证据、资料等，依序呈请单位主管查证并签注意见后，转请法务室协助处理。 5.前条报告书上的基本资料栏，由单位会计员填写，经过情况、处理意见及附件明细等栏，由营业人员填写。 6.法务室应于收到报告书后2日内，与经办人及单位主管协商，了解情况后拟订处理办法，呈请总经理批示，并即协助经办人处理。 7.经指示后的报告书，法务室应复印一份通知财务部备案，如为尚未开立发票的“问题账款”，则应另复印一份通知财务部备案。 8.经办人填写报告书，应注意： (1)务必亲自据实填写，不得遗漏。 (2)发生原因栏如勾填“其他”时，应在括弧内简略注明原因。 (3)经过情况栏应从与客户接洽时，依时间的先后，逐一载明至填报日期止的所有经过情况。If the blanks in this column are not enough to fill in, additional sticky white paper can be filled in. 9.处理意见栏乃供经办人自己拟具赔偿意见之用，如有需公司协助者，亦请在本栏内填明。 10.报告书未依前条规定填写者，法务室得退回经办人，请其于收到原报告书2天内重新填写提出。 11.“问题账款”发生后，经办人未依规定期限提出报告书，请求协助处理者，法务室不予受理。If it has not been raised within 15 days, the "problem account" shall be fully liable for compensation by the handler. 12.会计人员未主动填写报告书的基本资料，或单位主管疏于督促经办人于规定期限内填妥并提出报告书，致经办人应负全额赔偿责任时，该单位主管或会计人员应连带受行政处分。 13.“问题账款”处理期间，经办人及其单位主管应与法务室充分合作，必要时，法务室得借阅有关单位的账册、资料，并得请求有关单位主管或人员配合查证，该单位主管或人员不得拒绝或借故推脱。 14.法务室协助营业单位处理的“问题账款”，自该“问题账款”发生之日起40天内，尚未能处理完毕，除情况特殊经报请总经理核准延期赔偿者外，签拟经办