Using Credit To ell More Author:Donald E. Miller This book shows the sales representative how to resolve any doubts as to the credit standing of his account -- whether it be a new customer, a prospective buyer, or a long established marginal account. This is not a textbook. No attempt is make to instill credit or financial expertise. — Rather, the Salesman will be made familiar with those quest... more »ions the credit manager may ask and the help that may be called for in order to assure speedy approval of orders to borderline risks. He will be shown the time-saving advantages of getting advance guidance from his credit manager. He will learn not only WHY a financial statement, guaranty, references, or some other support are sometimes needed but -- more importantly -- WHEN to ask for them and HOW most effectively to make such requests. Coordinated collection techniques and timing are covered in detail.
The Credit Manager, too, has need for this material if he is to be an effective member of the team. It is he who must guide the sales force in the delicate art of profitably promoting and controlling sales to marginal risks. The means for providing this professional leadership are in this book.
Sales and credit -- understanding each other and working in professional harmony -- will reap rich rewards. If this climate is absent, conflict and diminished returns will result.« less