I believe that the relationship between sales and credit is frequently misunderstood. There are individuals in sales and in credit who believe that sales and credit are, in a sense, in competition with each other. The basic premise is that extending credit to customers is a “zero sum game” meaning that if sales “wins,” the credit department loses. I believe that sales and credit can work together to increase profits while managing risk.
salesperson can work with their contacts to resolve these problems.
Michael Dennis’ Covering Credit Commentary. Michael’s website is www.coveringcredit.com.
The opinions presented are those of the author. The opinions and recommendations do not necessarily reflect the views of CMA, or their Officers and Directors. Readers are encouraged to evaluate any suggestions or recommendations made, and accept and adopt only those concepts that make sense to them.