I have a concern about a sales manager that is constantly
pushing for increased sales to customers that are high risk or seriously
past due. Any suggestions?
Answer: Push back. If
you believe that a customer is not creditworthy, say so and say why.
If they continue to push, continue to repeat that the customer is not
creditworthy or that the account is on hold for a reason. Often, members
of the credit department think they need to come up with a different
answer every time the salesperson rephrases their original question.
I suggest a response along these lines: "You have just paraphrased
the question you asked me when we started this discussion which was:
Can we make an exception and release the order pending? The answer was
is and will remain No irrespective of how many different ways you ask
it. |