1. Strengthen the awareness of risk prevention of accounts receivable
The person in charge of the enterprise, sales staff and financial personnel should fully understand the risk of uncollectible accounts receivable and its harmfulness. When determining the credit sales strategy, we must be cautious and scientifically calculate the increased income and the price paid by various credit sales strategies. It is necessary to formulate the norms and standards of sales work, so that relevant personnel can work according to the norms and standards of work, and reduce the economic losses caused by random work to enterprises.
2. Improve the sales assessment system and restraint system.
Enterprises should change the practice of focusing only on product sales revenue in the assessment of sales departments and turn to the assessment of product sales revenue and sales refund. The salary and sales expenses of sales personnel should be linked to effective sales.
Effective sales; Product sales revenue+accounts receivable increase or decrease conversion
The amount of accounts receivable can be converted according to the actual situation of each enterprise.
In order to ensure the timely recovery of accounts receivable, enterprises should formulate a sales payment restraint system, implement the payment responsibility of the sales person in charge according to the principle of "whoever sells pays", improve the risk awareness of the sales person in charge, and speed up the recovery of sales funds. The internal audit department of an enterprise shall regularly audit the sales performance indicators of the sales department and sales personnel, focus on the special audit of the relevant responsible persons who cause long-term arrears of accounts receivable, investigate the responsibilities, impose economic penalties, and hand over the responsible persons who infringe on the economic interests of the enterprise and occupy the sales payment to the judicial organs for handling.
3. Strengthen the cooperation between the sales department and the financial department.
Establish a joint examination and approval system for credit sales. For customers who want to sell on credit, the business department should ask customers to provide the original credit status certificate (mainly referring to the credit status certificate provided by the customer's bank). And transfer the data and customer files to the financial department for review. The Finance Department uses the "credit 5C analysis method" to analyze the customer's credit, and signs the credit status audit opinion on the customer's credit sales application form. Then qualified personnel in the sales department will examine and approve according to the credit standard established by the enterprise. In order to facilitate management, enterprises can give different levels of personnel the approval authority of credit sales quota. The examination and approval personnel shall not exceed their authority. The examination and approval personnel shall bear corresponding responsibilities for the opinions signed by them.
4. Establish customer credit files and regularly evaluate customer credit status.
Enterprises should establish customer files and set up special personnel for daily registration. The contents of registration include the credit conditions provided by customers for selling various products, the date of establishing credit sales relationship, the main original voucher number and custodian, the customer's due date, the customer's actual payment date, the reconciliation with customers in each period, and the evaluation of customer's credit status in each period. Combined with archives, the financial department of an enterprise can regularly evaluate the credit status of customers, thus helping the sales department to make correct decisions.
5. Strengthen the analysis and notification of accounts receivable.
The financial department should provide information for enterprises to settle debts and make adjustment sales strategies for decision-making departments of enterprises, actively carry out accounts receivable analysis, timely prepare accounts receivable aging analysis tables, calculate the average aging of customers' accounts receivable and the repayment rate of customers' sales loans, and timely inform relevant departments of important information such as customers' debts and repayments. Inform the person in charge of the enterprise of the information of accounts receivable customers that may deteriorate in time to prevent the situation from getting worse.
6. Reconciliation with customers on a regular basis
The financial department should regularly check the current accounts with customers to ensure the authenticity and reliability of the enterprise's creditor's rights. For the unconfirmed payment of customers, on the one hand, we should trace the sales-related documents such as sales contracts, sales orders, copies of sales invoices, and shipping documents, and copy and file the documents as evidence to recover the payment from customers; On the other hand, urge the person in charge of sales to recover the payment within a time limit. Regular reconciliation is also helpful to prevent the illegal behavior of sales personnel encroaching on sales payment, and provides an important basis for enterprises to take legal proceedings in the future.
7. Intensify debt repayment and protect the rights and interests of enterprises with legal weapons.
Enterprises should intensify the work of clearing debts and recover the due payment in time. Strengthen the management of the limitation of action for accounts receivable to prevent the loss of the right to win the case due to the loss of the limitation of action. For customers who have defaulted on loans for a long time, they should go through legal procedures and use legal weapons to safeguard the rights and interests of enterprises.
8. Standardize the handling of bad debts
For the accounting treatment of bad debts, the legal department and the financial department of an enterprise should first jointly review the relevant legal documents of the bankruptcy liquidation of the defaulting unit and the materials of the deteriorating financial situation of the defaulting unit, put forward written opinions, and confirm, approve and deal with them in time according to the provisions of the enterprise accounting system to prevent potential losses. So that the financial statements can truly reflect the financial situation and operating results of enterprises.