HOW TO CONDUCT AN EFFECTIVE CUSTOMER VISIT – Webinar

DATE: THURSDAY, SEPTEMBER 28, 2006 TIME: 9:00 a.m. – 10:00 a.m. (PDT)

This Webinar will cover the role and purpose of on-site customer visits in the collection and dispute management process. The topics covered are intended for all levels of the credit and collection organization. Have you ever wondered how to justify visiting a customer’s place of business? As a result of this session participants will have a greater knowledge of why customer visits can more than offset costs. We will explore issues that make the visit worthwhile including how to define your objectives, how to enlist the help of the sales organization and pre-meeting preparation and post meeting actions. Participants will be left with techniques to successfully obtain financial statements and how to solicit management’s discussion and analysis. Additionally we will discuss how you can use the customer visit as part of the dispute resolution process and to build ongoing goodwill. Specifically the session will cover: · The cost and benefits of the visit · Who should attend from your company and who you should seek to attend on the customer’s side. · The role of the participants · Rules of etiquette · Transfer of information and policy · Best practices and pitfalls of the meeting

This program is part of the Communication Track and the session level is Intermediate.

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