【正文】 ll want to benchmark your business within its respective industry to ensure a sound petitive position. Measuring your position is onl。t acplish a purpose, don39。 Provide a benefit, and Be consistent, Fill the need of a specific objective, Current business conditions.There are four basic types of credit policies. For details on each, see Choosing the Right Type of Credit Policy, p. 45.Careful consideration of the advantages and disadvantages of each type of policy should help in choosing a good working credit policy for a particular business. Any policy must be somewhat flexible, but you should maintain a firm, businesslike attitude in the relationships with both the sales organization and customers. The terms of sale should be sound, practical, petitive, and clearly expressed, and the credit period should be clearly stated and adhered to as closely as possible.Receivables managers who are most successful at maintaining equilibrium between ensuring receivables turn while maximizing revenue potential will likely maneuver their pany into a very petitive position within its industry.Automate You39。 Classes of customers, Nature and size of the business,s the job of the manager of customer receivables to make sure that this obligation is met.The receivables manager is confronted with doing a fine balancing act between managing receivables while satisfying counter philosophies of increasing revenues in a down economy and being more restrictive in credit granting as a hedge against the rise in business failures. Needless to say, restricting credit to marginal customers is going to negatively impact revenues, while relaxing credit terms to marginal customers will have a positive impact on revenues but will negatively impact receivables turn and lead to an increase in bad debts. This situation presents a major challenge to the corporate credit department because today39。t likely to resolve themselves in the near future. The Federal Reserve has repeatedly reduced rates, and the federal government has infused massive amounts of capital into the economy through tax cuts and bailout funding. These stopgap measures that have served well to fire up the economy in the past haven39。t just restricted to the entertainment and travel industry. Many wellknown American businesses are struggling to keep their heads above water. Consider Polaroid. This pany recently defaulted on nearly $1 billion in debt service with little alternative but to seek protection under bankruptcy. And it isn39。 An erosion of consumer confidence, and The collapse of worldwide markets triggered by the events of September 11,90s, American businesses loaded up on debt to meet capital expenditure requirements. Now that the economy has taken a turn south, much of corporate America has found itself overextended, and many industries are dealing with overcapacity issues.Beyond the decline in consumer demand and overcapacity issues, there are several other problems with the economy:s why the economy is stressed out and what you can do in the receivables management arena to strengthen your petitive position.THEN AND NOW The extended economic boom of the 1990s has e to a screeching halt as the American economy has slipped into a recession. Consumers who were tipsy in the last decade with a sense of newfound wealth resulting from a rapid runup in stock market values are now reckoning with the reality of a major market correction. Many had borrowed against their lofty investment portfolios only to see them crumble, and since the sense of prosperity is gone, they39。s critical to exercise tight scrutiny in the granting of credit, so effective management of this asset — often the largest on the balance sheet — bees a necessity in today39。附錄1相關(guān)英文文獻(xiàn)MANAGING YOUR Receivables IN TODAY39。老師，在此我要謝謝你們，你們辛苦了！愿你們健康幸福，工作順利！最后，我還要感謝我的父母，是他們含辛茹苦地把我養(yǎng)大，供我上學(xué)，為此，他們自己吃了很多苦。此時(shí)此刻，我謹(jǐn)向張老師致以真誠(chéng)的感謝。該論文是在張老師的精心指導(dǎo)之下完成的，在論文的完成過(guò)程中我遇到了不少麻煩，犯了不少的錯(cuò)誤，但在老師的指導(dǎo)，鼓勵(lì)之下，我最終完成了論文的寫作。在這里我不僅得到老師們的悉心教導(dǎo)，還認(rèn)識(shí)了那么多善良、熱心、幽默的同學(xué)，而且自己也學(xué)到了一些知識(shí)，得到了成長(zhǎng)，我相信大學(xué)四年的學(xué)習(xí)生活會(huì)是我人生中的一筆寶貴的財(cái)富，一段美好的回憶。 Management Science. 2012, p142148. 7p.[2] Lyle Paul YOUR Receivables IN TODAY39。債轉(zhuǎn)股后，原來(lái)的債權(quán)人就可以作為賒購(gòu)企業(yè)的投資者而參與其經(jīng)營(yíng)管理，幫助它盡快獲得償還本公司應(yīng)收賬款的能力。為解決應(yīng)收賬款的管理問(wèn)題，還可以采用債權(quán)與股權(quán)互轉(zhuǎn)這種新的方式。應(yīng)收賬款質(zhì)押融資是應(yīng)收賬款融資方式的一種，是指企業(yè)與銀行等金融機(jī)構(gòu)簽訂合同，以應(yīng)收賬款作為抵押品，在合同規(guī)定的期限和信貸限額條件下，采取隨用隨支的方式，向銀行等金融機(jī)構(gòu)取得短期借款的融資方式。具體介紹如下：保理業(yè)務(wù)是指企業(yè)將應(yīng)收賬款轉(zhuǎn)讓給銀行，通過(guò)折扣優(yōu)惠提前獲得資金，從而加快企業(yè)資金周轉(zhuǎn)，且還可以減少應(yīng)收賬款轉(zhuǎn)變?yōu)閴馁~的可能。對(duì)于那些完全不講誠(chéng)信的客戶，企業(yè)可以停止供貨等。對(duì)于逾期的應(yīng)收賬款，催收人員應(yīng)密切與客戶的聯(lián)系，了解客戶拖欠的原因，制定進(jìn)一步的應(yīng)對(duì)措施，可以找專人負(fù)責(zé)?？睢Ｆ髽I(yè)可以在保證發(fā)出的產(chǎn)品沒(méi)有問(wèn)題的情況下，采用托收承付的方式結(jié)算，將有關(guān)結(jié)算單據(jù)交給客戶的開戶銀行進(jìn)行收款，這樣客戶就不得無(wú)理拒付，從而有利于銀行進(jìn)行監(jiān)督，保證企業(yè)的應(yīng)收賬款的及時(shí)收回。因?yàn)?，銀行承兌匯票的承兌期限最長(zhǎng)不超過(guò)6個(gè)月，且承兌銀行在見票時(shí)無(wú)條件向持票人支付票款，這樣無(wú)論出票人是否將票款足額交給開戶銀行，它都能保證企業(yè)的應(yīng)收賬款會(huì)安全收回。下面介紹兩種結(jié)算方式：（1）采用銀行承兌匯票結(jié)算。而此時(shí)，該筆應(yīng)收賬款對(duì)應(yīng)的銷售人員由于沒(méi)能及時(shí)收回應(yīng)收賬款，已經(jīng)算是失職，應(yīng)對(duì)其進(jìn)行業(yè)績(jī)考核，并進(jìn)行相應(yīng)的獎(jiǎng)懲，以促使銷售部門在規(guī)定的時(shí)間里及時(shí)的收回賬款。客戶的應(yīng)收賬款逾期支付發(fā)生以后，信用管理部門應(yīng)結(jié)合之前與客戶溝通等獲取的信息，分析拖欠的原因，并制定下一步的催收策略。預(yù)警期內(nèi)的應(yīng)收賬款雖還沒(méi)逾期，但是存在逾期無(wú)法收回的風(fēng)險(xiǎn)，此時(shí)銷售部門應(yīng)與客戶接觸，提示付款，并了解客戶尚未付款的緣由，并根據(jù)此情況采取進(jìn)一步的應(yīng)對(duì)措施。動(dòng)態(tài)地跟蹤企業(yè)的應(yīng)收賬款就可以及時(shí)發(fā)現(xiàn)客戶還款能力的變化，以及時(shí)采取追款措施，或財(cái)產(chǎn)保全措施。因此，該對(duì)應(yīng)收賬款進(jìn)行分析管理，了解應(yīng)收賬款的實(shí)時(shí)動(dòng)態(tài)，有針對(duì)性地催收賬款。而企業(yè)的信控部門的人員的責(zé)任之一就是將企業(yè)的DSO指標(biāo)降到行業(yè)水平之下，可將應(yīng)收賬款進(jìn)行分類，分別計(jì)算不同種類的應(yīng)收賬款的DSO指標(biāo)，從而為企業(yè)收回應(yīng)收賬款做出應(yīng)有的貢獻(xiàn)。它是應(yīng)收賬款的賬齡指標(biāo)和應(yīng)收賬款的收現(xiàn)保證率指標(biāo)，是評(píng)價(jià)企業(yè)應(yīng)收賬款管理水平的重要指標(biāo)。其中：銷售的過(guò)程始于合同的簽訂，在簽訂合同時(shí)必須要履行企業(yè)內(nèi)部的合同簽訂程序，保證銷售行為合法、合理、有效，充分維護(hù)本企業(yè)的合法權(quán)益；倉(cāng)儲(chǔ)部門發(fā)貨時(shí)要檢查銷售部門有無(wú)違反銷售流程，還要檢查產(chǎn)品是否有企業(yè)的質(zhì)檢合格證明、包裝有無(wú)破損、貨物的規(guī)格型號(hào)及數(shù)量是否準(zhǔn)確；財(cái)務(wù)部門在收到客戶款時(shí)，需及時(shí)登記入賬并錄入用友軟件ERP的應(yīng)收賬款管理系統(tǒng)，以及時(shí)更新客戶的信息。應(yīng)收賬款事中控制是指企業(yè)再發(fā)生賒銷形成應(yīng)收賬款之后，為保證應(yīng)收賬款及時(shí)完整收回所采取的行動(dòng)。因此，對(duì)于新客戶以及風(fēng)險(xiǎn)較大的老客戶，完善其履約程序是加強(qiáng)履約保障，防范風(fēng)險(xiǎn)的必要措施。完善履約程序是應(yīng)收賬款事前風(fēng)險(xiǎn)防范的重要舉措，在工業(yè)企業(yè)的實(shí)際交易中可知，由于信息不全，新客戶中出現(xiàn)問(wèn)題的更多，因此，企業(yè)給予其的信用額度不高，信用期也不長(zhǎng)，那么新客戶出現(xiàn)問(wèn)題是的影響沒(méi)那么嚴(yán)重。企業(yè)對(duì)于優(yōu)質(zhì)的客戶可以給予更多的賒購(gòu)額，但可以適當(dāng)?shù)目s短還款期，這樣就可以加速企業(yè)自身的資金的回籠；對(duì)于良類客戶，可以給起一定的信用額度，但不宜過(guò)大，而且信用期也不能定的太長(zhǎng)。而每年在新的財(cái)務(wù)報(bào)表出來(lái)之后應(yīng)該做一次全面的更新，以確保對(duì)客戶的信用評(píng)價(jià)與實(shí)際相符。表41信用評(píng)分表目錄范圍分?jǐn)?shù)比重得分（=分?jǐn)?shù)*比重）流動(dòng)資金占收入比重15%及以上 10%—15% 7%—9% 4%—7% 3%及以下10 7 5 3 115% 鄧白氏國(guó)家風(fēng)險(xiǎn)評(píng)級(jí)1 2 3 4 5 10