Discussing The Mode Of Credit Marketing Management For Domestic Manufacture SMEs

Credit management is an important part of customer relationship management. Holding the important customer require to feel need of the customer, but establishing a trusting relation between business enterprise and his customer is more important. With this kind of relationship, business enterprise and its customer coexist harmoniously and develop together. In market economy, the product, price and the way of settlement are three cores that product (service) proceed the exchange. Now days, the quality of products tends to sameness and extensive marketing do not execution. Numerous business enterprises have to face to so many competition pressures that the competition core of the business enterprise moves ahead. Business enterprises'attention is concentrated on customers, so "customer is center"becomes the direction and choose of numerous business enterprises. In three main factors that product (service) proceed trade, the competition in price and quality of the product (service) among business enterprises is tending to saturation, but as an importance competition means the way of settlement is used insufficiently. Therefore, it is necessary to study the management and operation in credit marketing for domestic SMEs under the current domestic social credit system. This can provide a kind of safety, valid marketing means for domestic SMEs and provide a kind of mode of credit marketing management in international or internal credit trade for domestic industrial SMEs. This is the purpose of writing this dissertation. The dissertation consists of four chapters. Chapter one, we put forward the necessary of studying the management and operation in credit marketing for domestic SMEs under the current domestic social credit system, and we illustrate the context and methods of this dissertation. Chapter two mainly review emphasis of credit estimate abroad and its developing trend, and introduce domestic two kinds of main business enterprises credit management mode, "whole process credit management mode"and"3+1 credit management mode". In review the analytic method in credit estimate abroad, this chapter researches the merit and shortcoming of each method and the applicability for domestic SMEs to provide basis for choosing customer credit estimate methods. In illustrating two kinds of business enterprises credit management mode, we mainly study the principle of design and the applicability for domestic SMEs, make preparation for discussing the mode of credit marketing management for domestic industrial SMEs. Chapter three according to "whole process credit management mode"and"3+1 credit management mode"design and reformation the process and the section (personnel) constitution of SMEs. about process designing, to carry out the whole process track management and control to the customer for the guarantee, this text follows the "whole process"principle in "whole process credit management mode"and"3+1 credit management mode", and emphasize the principle of" circulation" management on this foundation, bringing each independent credit marketing management to into the total development of business enterprise, so that business enterprise can realize the life management to good customer better. At the section (personnel) constitution link, according to the domestic SMEs'scale, ability and present condition of conduct, in inquiring into the rank-jump property of the credit management cost, put forward that SMEs should establish the independent credit management section in the credit management process of domestic SMEs, and explain why SMEs should control scale of section when the business enterprise accounts receivable holds have a lower quantity.Chart four mainly studies the SMEs evaluation management in credit marketing, the earlier period management of credit marketing. From three aspects, the customer Categorize, the evaluation index sign and grade point and evaluation the method, design and reform the SMEs credit evaluation management. Purpose is make SMEs judge the customer credit level before making a decision, or carry on the evaluation to a certain credit risk that the business may appear. So that enterprises can utmost make lower customer's credit risk and the occurrence rate of bad debts at initial stage. Studying the SMEs'customers and related literature, and aiming at the SMEs'ability condition, this text divides the customers as the manufacturing industry customers and dealer customers. On this foundation, make corresponding credit evaluation index sign for different category customer, make use of simple and practical AHP method certain proportion of each index sign and put forward the credit grade point method and the standard of dividing grades. Chapter five mainly studies the middle and latter period management of credit marketing management and put forward the solution. First, divide the function of sections demonstrably at this phase. Under the condition of each section attends to its own duties, we emphasize the coordination of sections, and point out coordination is the key for SMEs at this phase. The next in order, we put forward the solution for three keystones at this phase, the customer track, the accounts receivable manages to customer revalue three. Outstanding the function of customer track and customer revalue, we put forward the method to sieve the customers .we also put forward that domestic SMEs should actualize whole life management to good customers. Chapter six we chiefly discussing outside factors impacting credit marketing management and countermeasure. By introducing the Theory of broken window to inquiry into the main reasons of credit lack,...