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Collection management handbook : the art of getting paid
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Collection management handbook : the art of getting paid

Auteur : A Michael Coleman
Éditeur : Hoboken, NJ : Wiley, ©2004.
Édition/format :  Livre électronique : Document : Anglais : 3rd edVoir toutes les éditions et les formats
Résumé :
Corporations are placing a greater emphasis on converting credit sales into bank deposits. In most cases, accounts receivable represent the company's most important asset. Conventional collection techniques have not kept pace with changing times. Various laws, debtor attitudes, the cost of money, liberal credit policies, and increased competition have created a brand-new climate. Yet credit executives and financial  Lire la suite...
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Détails

Genre/forme : Electronic books
Format physique additionnel : Print version:
Coleman, A. Michael.
Collection management handbook.
Hoboken, NJ : Wiley, c2004
(DLC) 2003057667
(OCoLC)52554375
Type d’ouvrage : Document, Ressource Internet
Format : Ressource Internet, Fichier informatique
Tous les auteurs / collaborateurs : A Michael Coleman
ISBN : 047148394X 9780471483946 6610345538 9786610345533 9780471456049 0471456047
Numéro OCLC : 55199642
Notes : Includes index.
Description : 1 online resource (xix, 284 p.) : ill.
Contenu : Cover --
Collection Management Handbook --
Dedication --
About the Author --
Contents --
PREFACE --
ACKNOWLEDGMENTS --
CHAPTER 1 A New Collection Science Is Born --
Preventive Remedies for Credit Grantors --
How to Incorporate Protective Legalese into Your Sale Origination Documentation --
Law of the Jungle --
Building Blocks for Collection Success --
Debtor Profiles --
Delay Tactics --
Integrated Collections --
Problem-Solving Techniques --
Opening Statements --
Initiating a Collection Call --
Words and Phrases that Should be Removed --
CHAPTER 2 Oratory and Advanced Communication Skills --
Grab the Debtor's Attention --
Match the Debtor's Background --
Body Language Carries --
Value of Communication Skills --
Build a Collection of Impact Words and Phrases --
Collector's Vocabulary --
Value of Humor --
Telephone Techniques for Collectors --
CHAPTER 3 Selling Psychology Applied to Collections --
Change the Debtor's Base of Thinking --
Formula for Handling Debtors' Objections --
Handling the "Higher Authority" or "Pass the Buck" Stall --
Objection: "I'll Think About It" --
Objection: "Go Ahead and Sue!" --
Trial Closes --
Alternatives Technique --
Solving Built-In Debtor Objections --
Interim Collection Closing --
False Conclusion --
Of Ignorance and Intellect: How Veteran Collectors Outsmart Themselves --
Art of Listening --
Reading the Debtor's Temperature --
Deciding What Appeals to Use --
Maintaining Control in Telephone Collection Calls --
CHAPTER 4 Advanced Collection Techniques --
Motivating Techniques: Withdrawal Method --
More Advanced Collection Techniques --
Postcollection Close --
How to Barter a Successful Collection --
Pay It With Roses --
"Good Guy, Bad Guy" Approach --
Collection by Draft --
Point of Diminishing Returns --
Debtor Localization --
Mixing-Bowl Concept --
How to Collect from a Hard-Core, Judgment-Proof Debtor --
Charitable Donations --
How to Establish Your Own In-House Collection Agency --
Attorney Letter Influence --
CHAPTER 5 Small-Balance Collection --
Effective Techniques to Collect Receivables Less Than $500 --
How to Implement the Time and Space Technique --
Choosing an Agency to Collect Small Balances --
Psychology and Framing of Effective Collection Letters --
Stamped Reminder or Printed Sticker --
Use of Mailgrams or Telegrams --
CHAPTER 6 Suing in Small Claims Court --
How to Utilize the Small Claims Court System --
How to Sue in Small Claims Court --
General Information About Utilizing Small Claims Court --
How to Commence a Small Claims Action --
Filing the Complaint --
Preparation for Trial --
How to Prepare and File a Civil Suit --
CHAPTER 7 Making Your Debtors an Offer They Can't Refuse --
Risk Versus Reward --
Application of Legal Principles --
Positioning Your Nonpaying Customer in a Vexing Legal Predicament --
Long-Arm Statute Litigation with Applicable Case Law --
California Long-Arm Statute Litigation "Open Book" Status --
Fear-Factored Recoveries --
Bankruptcy Remedies --
Creditor Remedies for Challenging Fraudulent Conveyances and Adversary Proceedings --
Unconventio.
Responsabilité : A. Michael Coleman.

Résumé :

Corporations are placing a greater emphasis on converting credit sales into bank deposits. In most cases, accounts receivable represent the company's most important asset. Conventional collection techniques have not kept pace with changing times. Various laws, debtor attitudes, the cost of money, liberal credit policies, and increased competition have created a brand-new climate. Yet credit executives and financial management continue to follow antiquated policies. The Collection Management Handbook shows them how to redefine their credit collection techniques.

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