What can I tell salespeople when they ask why a new applicant
did not qualify for open account terms? Saying the obvious – that
customer did not qualify is not satisfactory but I am reluctant to reveal
anything controversial or confidential.
Answer: We suggest starting
by explaining there are things you cannot discuss because of confidentiality
rules – and then explain in general terms why you refused to extend
credit. Example: I rejected the applicant based on their financial condition,
and payment history with other creditors. |