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All business organisations are subject to higher operational costs, limited resources, and shorter product life cycles. Markets are also becoming more competitive and the move from selling to relationship marketing (focusing on customer loyalty and building meaningful customer relationships) is on top of every successful organisation’s agenda.
One of the tools applied to support and enhance relationship marketing is Credit Management. But, extending credit to customers simply because competitors are granting it and without taking into consideration the risks and costs involved in credit is a risky tactic which could damage sound sales, effect negatively the cash flow of the supplier and restrict profitability. The current international credit crunch suggests that granting credit responsibly and not greedily is critical for both the supplier and the customer.
Extending credit should be researched and the factors associated with the managing of accounts receivables (A/R) should be well analysed and evaluated. In other words, a business organisation should develop an effective and efficient credit policy before extending credit to customers.
The here are no two business organisations alike in terms of their assets and competencies. This would mean that there is no one good or perfect credit policy. This is not an issue of one size fits all. Every organisation should develop its own policy to achieve its specific corporate aims, views, and objectives with the resources available and according to the internal culture of the particular business organisation. However, a credit policy should always address the approval of credit applications; the administration involved; the management of A/R; and finally the collection of dues.