Martin Posner has worked in industrial and commercial credit for over 30 years. He has particular experience in increasing sales where marginal business is vital to a company s profits. He now runs his own consultancy specialising in helping companies to increase their market share while minimising their risk exposure. He is a Fellow and Council Member of the Institute of Credit Management and past chairman of their education committee and has written the expert page of the monthly journal Credit Management for the last fourteen years.
The Basic Principles of Credit Assessment.
Creating Profitable Sales and Customer Care.
Types of Business.
The Unknown Customer.
Making the Assessment.
The Administration of the Sales Ledger/Credit Control Department.
Training for Credit Management.
Collecting the Outstanding Account.
Thinking About Taking Proceedings.
Exporting.
Credit Insurance -
Why Insure?
Conclusion.
Further Reading.
Index.
