Flexible packaging plant operations managers are very clear, there is no production and no sales management, sales and business operations is leading. Sales - collection has become a very complex and difficult-to-control business link in enterprise management . How to effectively control the six major links from marketing, sales contract negotiation and signing, customer service, delivery, account receivable determination, and collection the risk of fraud is becoming the focus of internal control and management software package plant concerned, we have a few points for your reference learning measures.
1. Organizational Restraint
Explanation: For a long time, the sales - collection process has been independently responsible for the sales department. The advantage of this exclusive control is that it can improve work efficiency. However, it also increases the potential risk of fraud.
Analysis: So many flexible packaging plant will have a certain amount of sales - collection business in the business segments split. For example, the previous market expansion and sales contract signing, customer credit evaluation and after-sales service are divided; the sales personnel's business is mainly concentrated in market development and sales contract signing; customer service is responsible for the quality management department; sales and delivery are organized by the logistics department Arrangement; the payment of goods is handled by the finance department and so on.
2. Conflict of Interest Avoidance Act
Interpretation: Potential external conflicts of interest refer to the kinship relationship between the sales staff of the enterprise and the business unit or responsible person of the client unit and competitor unit.
Analysis: Soft Packing Factory internal control departments and personnel administration department shall regularly all sensitive positions, including sales personnel aspects of the business interests of the investigation conflict. The employees of enterprises with potential conflicts of interest have responsibilities and obligations to report to competent authorities and superiors.
3. Sales staff work log
Explanation: This is a set of the most critical control measures designed for the sales personnel's job characteristics. There is a major difference between the work of sales staff and other business staff, that is, they have a wide range of points, frequent business trips or long-term abroad, and work away from the office site. The work pressure of the sales staff is generally high and very hard.
Analysis: In order to encourage sales staff to actively expand the market and provide customers with good after-sales service, many companies will give different preferential policies. However, it is also because of these characteristics that companies are also most likely to lose effective supervision and control over sales personnel.
4. Establish customer credit assessment and control mechanism
Interpretation: In the past, because companies did not attach importance to customer credit assessment, in order to occupy the market and blindly expand customer sources, they laid a huge hidden danger for future sales and collections. Some sales staff have exploited loopholes in corporate credit management and risked large shipments to “special customers†that should not be shipped, resulting in huge losses of bad debts. This is the consequence of fraudulent activities by business personnel.
Analysis: To this end, mature enterprises of a certain scale have established customer credit evaluation control procedures and established a credit management department independent of the sales department. When the sales staff and customers negotiate and sign a sales contract, they must go through the credit management department's investigation and risk assessment in advance. The credit limit proposed by the sales department must also be reviewed by the credit management department in advance and approved by the deputy general manager or general manager.
5. Take advantage of online sales
With the increasing popularity of network technology, online sales have become an important sales method for many product manufacturers. Of course, the use of online sales also has other business risks or deficiencies, including the risks of network systems and the increased cost of maintaining network systems.
However, with the continuous development and improvement of the information society, the use of various online platforms for sales will definitely become an important mode of product sales in the manufacturing industry. You may wish to predict that the final solution to prevent and circumvent the fraud risks that currently exist in the traditional sales process may come from modern network technology.
6. Inventory of customer depository
In the industry, in order to meet the production requirements of large customers (or OEMs), some enterprises that produce intermediate products usually deposit in advance in the warehouses of large customers (referred to as storage warehouses) according to their regulations in addition to the payment of credit sales. The products it needs. These products put in the depository are not really sold to customers in name, and the property rights belong to the enterprise. However, large customers can pick up products at the consignment warehouse at any time according to their production arrangements. Usually, sales will not be realized until these products are assembled on the products of the large customers. On the one hand, this approach can be seen as an increase in corporate service awareness, on the other hand, it is also a special method for large customers to occupy corporate funds.
Since the property rights of the goods in these depository still belong to the enterprise, it is often prone to shortage of goods. The reasons for the shortage of these goods are various, including but not limited to the poor management level of the customer's warehouse, incomplete records or untimely entry into the computer, or the warehouse manager's own fraud and theft (because the warehouse products have not completely entered the customer In stock), of course, including the fraud or malfeasance of the sales personnel of the enterprise.
Explanation: In addition to strictly controlling the inventory of its own factory area, the soft package factory should also pay attention to controlling the inventory temporarily stored in the large customer warehouse. On the one hand, we must strive to sign strict storage management agreements with major customers, clarify the management responsibilities of both parties and the authorization of the approval of the import and export exchange of goods;
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