本文選題：信用銷(xiāo)售　切入點(diǎn)：信用銷(xiāo)售風(fēng)險(xiǎn)　出處：《哈爾濱理工大學(xué)》2013年碩士論文

【摘要】：隨著我國(guó)保稅燃油市場(chǎng)的逐步開(kāi)放，市場(chǎng)競(jìng)爭(zhēng)日趨白熱化，，中燃公司作為曾經(jīng)的保稅燃油市場(chǎng)巨頭，市場(chǎng)份額也慢慢萎縮，市場(chǎng)領(lǐng)導(dǎo)地位也岌岌可危。為了搶占保稅燃油市場(chǎng)，達(dá)到銷(xiāo)售目標(biāo)最大化的目標(biāo)，中燃公司應(yīng)該順應(yīng)市場(chǎng)發(fā)展的需要，改變傳統(tǒng)營(yíng)銷(xiāo)方式，建立信用銷(xiāo)售模式。 本文根據(jù)目前保稅燃油市場(chǎng)的實(shí)際，結(jié)合中燃公司的營(yíng)銷(xiāo)實(shí)踐，選擇“3+1”信用銷(xiāo)售風(fēng)險(xiǎn)管理模式作為中燃公司建構(gòu)信用銷(xiāo)售風(fēng)險(xiǎn)管理模式的基礎(chǔ)。“3+1”信用銷(xiāo)售風(fēng)險(xiǎn)管理模式以客戶(hù)為中心，根據(jù)企業(yè)信用交易的前期、中期、后期的不同特點(diǎn)設(shè)計(jì)出相應(yīng)的管理模塊，由獨(dú)立的信用管理機(jī)構(gòu)（人員）全面管理企業(yè)信用銷(xiāo)售的各個(gè)環(huán)節(jié)。根據(jù)中燃公司目前的信用管理實(shí)際出發(fā)，將從事前資信調(diào)查和評(píng)估機(jī)制、交易中期的風(fēng)險(xiǎn)轉(zhuǎn)移和債權(quán)保障機(jī)制、交易后期的應(yīng)收賬款管理催收機(jī)制、獨(dú)立信用機(jī)構(gòu)建設(shè)這四個(gè)方面構(gòu)建“3+1”信用銷(xiāo)售風(fēng)險(xiǎn)管理模式。 中燃公司保稅燃油信用銷(xiāo)售風(fēng)險(xiǎn)對(duì)策研究從事前資信調(diào)查和評(píng)估、事中中期的風(fēng)險(xiǎn)轉(zhuǎn)移和債權(quán)保障機(jī)制、事后應(yīng)收賬款管理催收三個(gè)方面展開(kāi)。在前期信用管理階段的資信調(diào)查和評(píng)估階段，從建立并完善客戶(hù)信用信息庫(kù)和建立規(guī)范的客戶(hù)信用評(píng)級(jí)標(biāo)準(zhǔn)兩個(gè)方面對(duì)抵御事前信用風(fēng)險(xiǎn)管理的對(duì)策進(jìn)行分析；在建立事中控制階段，從健全債權(quán)擔(dān)保制度和加強(qiáng)信用銷(xiāo)售合同的管理兩方面進(jìn)行分析；在建立事后監(jiān)督階段，從完善應(yīng)收賬款管理制度和建立壞賬準(zhǔn)備金制度兩方面進(jìn)行分析。 本文結(jié)合中然公司保稅燃油信用銷(xiāo)售風(fēng)險(xiǎn)實(shí)際，構(gòu)建其信用銷(xiāo)售管理模式，并提出有關(guān)對(duì)策，旨在為中然公司以及同類(lèi)企業(yè)的保稅燃油銷(xiāo)售管理提供有關(guān)借鑒和決策參考。
[Abstract]:With the gradual opening of China's bonded fuel market, the market competition is becoming more and more intense. As a once bonded fuel market giant, the market share of Zhongguo Company has been shrinking slowly, and the market leadership position is also at risk.In order to seize the bonded fuel market and achieve the goal of maximizing the sales target, Zhongguo Company should adapt to the needs of market development, change the traditional marketing mode and establish the credit sales model.According to the reality of the current bonded fuel market and the marketing practice of Zhongguo Company,Choose "3 1" credit sale risk management mode as the foundation of Zhongguo Company to construct credit sale risk management mode. "3 1" credit sale risk management model is customer-centered, according to the early and middle period of enterprise credit transaction.The different characteristics of the later period design the corresponding management module, by the independent credit management organization (personnel) overall management enterprise credit sale each link.According to the current credit management practice of the Zhongguo Company, it will start from the prior credit investigation and evaluation mechanism, the risk transfer and creditor's rights protection mechanism in the middle period of the transaction, and the collection mechanism of the accounts receivable management at the later stage of the transaction.The four aspects of the construction of independent credit institutions build the "3 1" credit sales risk management model.Research on the risk Countermeasures of Credit sales of bonded fuel in Zhongguo Company the investigation and evaluation of pre-credit risk the risk transfer and creditor's rights guarantee mechanism in the middle and middle period and the collection of accounts receivable after the event are carried out in three aspects.In the stage of credit investigation and evaluation in the early stage of credit management, this paper analyzes the countermeasures to resist the prior credit risk management from two aspects: establishing and perfecting the customer credit information base and establishing the standard standard of customer credit rating.In the stage of establishing the control of the matter, it is analyzed from the aspects of perfecting the creditor's rights guarantee system and strengthening the management of the credit sales contract, and at the stage of establishing the post supervision,This paper analyzes from two aspects: perfecting the management system of accounts receivable and establishing the reserve system for bad debts.Based on the real risk of the bonded fuel sales of Zhongran Company, this paper constructs its management mode of credit sales, and puts forward some countermeasures in order to provide reference and decision reference for the management of bonded fuel sales of Zhongran Company and other similar enterprises.
【學(xué)位授予單位】：哈爾濱理工大學(xué)
【學(xué)位級(jí)別】：碩士
【學(xué)位授予年份】：2013
【分類(lèi)號(hào)】：F274;F426.22

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