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In fact, selling on credit often 'Makes' or 'Breaks' a sale and at most times gives one that edge over competition. Yet, one cannot afford to take this area of credit control so lightly, as too many companies everyday are mounting with debts that are increasingly doubtful of recovery. The most precarious risk therefore to a company's profit on the sale is by way of interest expense from delayed collection. In essence, that is what credit management is all about and its objective can be said to have the highest possible debtors (sales) for the shortest possible time (collection\/profit).\u003cbr\u003eBefore the customer buys your goods both are interested - he in need of your goods and you in collecting the value of goods sold ie; the money; but once he gets the goods on credit, he is no more interested in fulfilling his obligation of paying. It's only you (for your money ).\u003cbr\u003eA company can have the finest product, a superb sales record and the most dedicated workforce, but if it does not get paid for its goods sold (.... and on time ) it will die. An unpaid debt is an unsecured loan being financed by your company (we can't even call it a loan, because on a loan one earns interest. We'll probably have to change the activity to 'charities' ) It means that many companies are prevented from achieving their full potential, because instead of using borrowed money to develop and grow their business, they now have to borrow money just to fund their own sales ledgers (in other words their customers). When you no longer control your debtors, the cost of financing your company's cash flow is at the mercy of those very same debtors.\u003cbr\u003eIf a business wishes to survive and prosper in today's economic environment it must pay close attention to all the factors which affect and takes care of its cash flow.\u003cbr\u003eManaging Credit and Collecting Money, on time, every time, therefore are the 2 most important and vital factors which decide the fate of any business \u003cbr\u003eThis book: \u003cstrong\u003e'Professional Debt Collection Skills' \u003c\/strong\u003ewould essentially help you do just that by covering the necessities in credit and cash flow management right from how bad debt occurs with methods to prevent the same, through the steps of an effective collection call (both on phone and face to face) with emphasis on the importance of documentation, reports, procedures for systematic follow-up; including series of email letters and general tips for chasing your money too, by encouraging proactive methods \u003cbr\u003eFrom all of these objectives, you will notice that the primary objective of your collection effort is to bring the account current and, at the same time, to keep the account as a customer. Harassment by mail, in person or on telephone is generally not advisable and successful in collecting money or in retaining the account. 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