Bob Oros

Broschiertes Buch

Managing Accounts Receivable

How 54 Sales Professionals Collect Past Due Accounts

Beschreibung

If you're looking for a heavy duty book with tons of details, this book is not for you. However, if you want a quick read with the techniques that 54 real live sales people use to collect past due accounts this 70 page booklet will be helpful. This quick read makes an excellent tool to hand out to your sales team who typically don't like to be overloaded with too much information. While having a small accounts-receivable balance indicates good financial management, (around 1.5%% to 2.5%% of your gross income), collecting past-due balances is a difficult aspect of the sales process. Studies show that 75%% of receivables that are 3 months delinquent are paid. However, this number drops to 56%% after 6 months. Therefore your delay in collecting past-due accounts will reduce your chance of receiving payment.

Autor

FOR YOUR NEW SALESPERSON Your competitor's #1 goal is to make sure your new Sales Rep fails and quits. When your NEW DSR shows up in one of their accounts, the competitor will use every trick in the book to discredit and discourage them. They are ruthless when it comes to low-ball pricing, spreading rumors, and building a wall around their customers. A ruthless competitor should not have the power to cause your newly hired sales rep to quit. They should not have the advantage of a fully-loaded gun while your new salesperson has no weapon at all. The truth is you can't hire a new DSR with the necessary skills, you have to give them the tools and training to overtake their opponent who has been in the market for several years, or even decades. Without this information self-doubt and insecurity set in. Working under these circumstances is very discouraging for a new salesperson. It fills them with self-doubt. They begin to wonder if it is even possible to land a new customer. They begin to feel intimidated and question whether they have what it takes to stick it out and succeed. In addition to this, insecurity sets in. They begin to wonder if they will be able to meet their financial obligations knowing they will one day be on full commission. This book will help your new DSR win the battle over their competitor.

Produktdetails

• Verlag: Lulu.com
• Seitenzahl: 72
• Erscheinungstermin: 22. Februar 2015
• Englisch
• Abmessung: 229mm x 152mm x 4mm
• Gewicht: 120g
• ISBN-13: 9781312940178
• ISBN-10: 1312940174
• Artikelnr.: 42456371