Research On Establishment Of Enterprises' Commercial Credit Risk Management System In China

In Western Countries, where there is a high level of credit, enterprises'credit risk management (CRM) system is a part of social CRM system. It plays active role in operation and risk avoidance for enterprises. By contrast, Chinese enterprises not only neglect CRM, but also be lack of a perfect CRM system. It restricts development of enterprises'capital turnover and operation. In the view of commercial credit risk, it attempts to analyze the establishment of enterprises'commercial CRM system in China, based on research achievements both home and abroad, integrating reality of Chinese enterprises, to provide some advice for establishment of Chinese enterprises'commercial CRM system.Enterprises can't eliminate commercial credit risk, it only can be avoided as much as possible. Sales benefit from credit business, but as sales increasing, account receivable and commercial risk also increase. It will influence enterprises'capital turnover, operation and development, someone even will bankrupt. Therefore, the aim of establishing enterprises'commercial CRM system is to build up a organic system, which contains many mutual relative and conditional elements, to minimize enterprises'commercial credit risk and strengthen their competence. It has the ability of commercial CRM by setting up organizational structure and scientific management of the whole process in credit business.Firstly, it describes the situation of enterprises'CRM in China, and analyze its economic result to find out the differences between China and West. The main reason caused differences is that most of the Chinese enterprises are lack of a whole commercial CRM system. Secondly, it discusses the contents and methods of establishment of enterprises'commercial CRM system in China. It includes establishment of organizational structure and control management system of the whole process in credit business, and cooperation of commercial CRM and other departments. Finally, it discusses the function of CRM department, including personal recruitment, personal training, performance appraisal and salary design.