Covering Business Credit

Credit Questions and Answers
Business Credit and Collections
Commercial Credit Management

Return to Q and A 2004Home

Doctor Credit

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.

spacer spacer