1. Make a plan. On the basis of sales forecast, combined with the company's own sales ability, the company sets the overall quarterly and annual sales target amount and the sales target amount of different products. After the document is formed, the manager of the operation department of the head office submits it to the finance department for filing, and in order to achieve this goal, a specific marketing plan and implementation plan are formulated. 2. Enterprises that set up branches should actively explore market share, strengthen the maintenance of existing members, develop potential presidents, and conduct credit evaluation on interested presidents.
(2) concluding a sales contract
Before the sales contract is concluded, the project manager should conduct business negotiation, consultation or negotiation with the members, and pay attention to the customer's credit status, sales pricing, settlement methods and other related contents. Sales price, credit policy, repayment method, repayment period, etc. The specifications of the products shall be specified in detail in the contract; The credit management department can also explain the above credit conditions to the contract management department in detail and ask them to indicate these credit conditions in the contract. Finally, the management department and the sales staff signed a credit contract.
(3) Delivery
Delivery is the process of providing goods to customers according to the sales contract. The business department of the enterprise shall issue relevant sales notice according to the approved sales contract. The delivery and warehousing department reviews the sales notice and organizes the delivery in strict accordance with the listed items to ensure the safe delivery of the goods. At the same time, enterprises should strengthen the management of sales returns, analyze the reasons for sales returns, and handle them properly in time.
(4) Raising funds
Collection is the link of settlement between enterprises and members after authorized delivery, which is divided into cash sale and credit sale. Enterprises should improve the management system of accounts receivable, strictly assess and implement rewards and punishments. The sales department is responsible for the collection of accounts receivable, and the collection records should be properly kept; The accounting department is responsible for fund settlement and supervision of fund recovery.
(5) After-sales service
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Enterprises should improve customer service system, strengthen customer service and tracking, enhance customer satisfaction and loyalty, and constantly improve product quality and service level. Customer service is an information communication mechanism established between enterprises and customers. Enterprises should give timely answers or feedback to customers' questions, and constantly improve the quality and service level of suppliers to enhance customer satisfaction and loyalty.
(VI) Handling of bad debts
Enterprises should strengthen the management of bad debts of accounts receivable. When the credit sales contract expires, the accounting department shall notify the relevant sales personnel in writing to collect the money. The successfully recovered funds shall be recorded in the accounts in time, and the overdue funds shall be reported to the relevant departments of the enterprise for review in time to determine whether they are confirmed as bad debts. If it is confirmed as bad debt loss, corresponding accounting treatment should be done and accounts receivable should be written off on the books. After bad debts are generated, relevant institutions can find out the causes of bad debts in time, clarify the relevant responsible persons and departments, and make corresponding treatment. Credit management departments and related sales personnel should also continue to pay attention to the situation of credit customers. Once it is found that their economic situation has improved and there is a possibility of repayment, they should promptly notify the relevant departments for collection.