background

With the rapid growth of China's economic development, the construction machinery industry has also achieved rapid development. Under the background of the increasingly mature construction machinery industry, the sales model has also evolved from a single full-cost sales model to full-species sales and credit sales, and it has seen a growing trend in the proportion of credit sales.

The credit sales including installment payments, bank mortgages, rent-aid sales, and financial leasing have indeed played a strong role in the development of the Chinese construction machinery industry. However, the attendant risks are also increasingly present. Coupled with the fact that many companies do not have a strong awareness of credit risk, they also amplify this hidden risk.

So, how to prevent and control the risk of construction machinery credit sales? Credit management experts analyzed from the following three aspects.

First, let the clerk become the "first pass" of credit sales risk prevention and control

Many people think that the prevention and control of credit risk is a matter of the credit management department. They do not know that the role of the salesperson in the prevention and control of construction machinery credit sales risks is very important.

In fact, the salesman can effectively filter out most of the hidden credit risks. The clerk's role in credit sales is twofold, one is to reach a deal to expand sales, and the other is to identify risks. This requires clerk to learn to grasp the critical point of credit sales risk control. It can be said that grasping the critical point is of vital importance. Excessive sales will affect sales, and deficiencies will introduce risks.

So, how can we grasp the critical point of credit sales risk control?

First of all, it is the clerk's mentality that needs to be changed. It is important to place credit sales and risk awareness in the same important position. At the same time, it is necessary to tie in with the work of the credit management personnel, and the relevant interests should be linked accordingly.

Second, there are different risk perspectives for different types of customers. For example, for customers who come to the door to purchase or unsolicited customers who visit the door, they should strengthen their awareness of risk. For customers who are introduced through the relationship, they can be relatively light and light, but they must also be steadfast in adhering to principles.

Third, we must conduct an objective analysis of customers and grasp the best payment terms for customers.

Second, conducting credit investigations on customers is the key to preventing and controlling credit sales risks

First, perform a detailed analysis from the data submitted by the customer. This includes two aspects. One is to identify false information from the data, and the second is to initially define the customer's credit rating after analyzing the data.

Second, home visits to customers. This is a very critical step to further verify the authenticity of customer information, understand customer strength, credibility, and even the customer's character and other comprehensive understanding and analysis.

Thirdly, through reasonable credit approval for the comprehensive analysis of customers, and on the basis of analysis and confirmation of customers in various aspects, we will find out the potential risks of customers' overdue payment and make risk preplans.

Third, effective delinquency is the last barrier to prevent the expansion of credit risk.

First of all, it is necessary to make an objective analysis of the reasons for the formation of debts and bad debts in construction machinery, and to treat different situations in a different way.

Second, there must be a good attitude in the process of telephone calls and call-to-call, and make appropriate records to provide evidence for future lawsuits that may occur.

Third, effective use of GPS to help clear the debt.

Fourth, to determine the customers who cannot receive the funds, we must firmly adopt trailer measures.