A two-day intensive course (including an exam on the second day) that gives you a broad introduction to the area of credit control that is ideal for all credit staff.
This comprehensive and practical two-day course covers all aspects of the credit controller’s job. It will enable delegates to get the complete picture so that they not only improve their knowledge but will also see the linkages between all aspects of their work. This will help them prioritize and better allocate their time, so that they become more effective in collecting cash.
By the end of this course you will be able to:
Understand the importance of good credit management
Recognize your contribution to increasing company profitability and minimizing risk
Understand the legal framework and why it matters
Carry out all the elements of the collections cycle
Choose the best approach to get cash using a combination of methods
Use the telephone to greater effect
Decide when and how to ‘get tough’ with customers
Tackle your ledger and your customers with greater confidence
Increase the cash you collect from customers
What will it cover?
1. New Legislation
The National Credit Act-Debt Intervention 2019 ▪ Business Rescue (The New Companies Act) ▪ Liquidations and Sequestrations ▪The Prescription Act ▪ The Debt Collectors Act ▪ Data Retention Rules
2. Effective Credit Management
Handling key accounts ▪ Communication ▪ Collection targets ▪ Identifying risks ▪ Correspondence - Creditor and Debtor
3. Credit Assessment and New Accounts
Application forms - compliance with the law ▪ Assessing customers’ credit worthiness ▪ Sources of information to assess credit risk ▪ On-going monitoring of customers
4. The Cost of Credit
The cost of interest on money ▪ The cost of writing off money ▪ Charging interest
5. Legal aspects of Credit and Collection of Accounts
Legal entities and the law ▪ Remedies available to recover debt ▪ The correct terms and conditions and how to use them to recover debt ▪ Securities available and how to use them ▪ Litigation in our courts
6. Debtor Profiling
How to profile debtors ▪ How to influence debtors ▪ Mind games debtors play ▪ Different types of debtors and how to win
7. Negotiation Tactics and Customer Relationship Management
Transforming the function of the credit controller ▪ Using valid negotiation tactics ▪ Building skills necessary to manage relationships
8. Debt Collection in Difficult Situations
Project a positive attitude ▪ Correct Communication ▪ Excellent service activities ▪ Be at the front of the payment queue
9. Time Management Techniques
Establish when the best time is to make collection calls ▪ Learning how to manage long collection calls ▪ Structuring and managing your day effectively ▪ Establishing the number of calls you need to handle daily
10. The Psychological Aspects of Debt Collection
Creating instant rapport regardless of resistance ▪ Handling awkward people and situations ▪ Understanding and controlling emotional reactions under stress ▪ Controlling aggression and passivity to achieve assertiveness in all situations ▪
Understanding and stopping the psychological games people play.
PRESENTED BY: The Credit and Cheque Specialist David Rosin is a law graduate of the University of the Witwatersrand. He was responsible, as MD, for introducing Veri-cheque into South Africa. David has presented courses for the last eighteen years nationally and internationally on legal, credit, collection, and management topics, and is a dynamic speaker and trainer.
WHEN: 08.30-15:30 (Registration 08:00) Wednesday 11 and Friday 13 March 2020 (the course is over two days, with an intervening day's break)
WHERE: 7th Floor, JCC House, cnr Empire Rd & Owl St, Milpark
HOW MUCH: R2950.00 members, R3790.00 non-members (incl VAT)
BOOKINGS: Anthea Booysen 011 726-5300 email@example.com
PARKING: There is limited secure parking next to JCC House on a first-come basis. When that is full, use the Milpark
Galleries public parking garage opp. Garden Court Holiday Inn at R40.00 per day - fee for your account.
IN HOUSE TRAINING ON REQUEST
First & Surname:_______________________________________________________________________________
Company VAT NO. _______________________
BANK DETAILS: JCCI - STD BANK- BRAAMFONTEIN–BRANCH CODE 004805–ACC NO: 0033 42530(fax deposit slip to Anthea Booysen 482-2000)