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Collection management handbook : the art of getting paid /
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 mone...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Hoboken, NJ :
Wiley,
©2004.
|
| Edición: | 3rd ed. |
| Colección: | Finance professional collection
|
| Temas: | |
| Acceso en línea: | Texto completo |
Tabla de Contenidos:
- 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.