某企业客户信用管理制度

某企业客户信用 管理制度 档案管理制度下载食品安全管理制度下载三类维修管理制度下载财务管理制度免费下载安全设施管理制度下载 文件编号 生效日期 标 准 作 业 程 序 SY-DOC-SQC-004 版次 页数 主 题 A 6 客户信用管理 制度 关于办公室下班关闭电源制度矿山事故隐患举报和奖励制度制度下载人事管理制度doc盘点制度下载 起草人 核准人 日期: 日期: 定制单位 版次 新版生效日期 內容(变更敘述) ---------------------------- --------------- --------------------------- ---------------------------------------- 销售部.财务部 A 新版发行 页次. 1 2 3 4 5 6 版次 A A A A A A 日期 poverty. In the area of poverty alleviation, to rely on e-commerce business park, active docking Alibaba group "rural treasure", "the stars plan" and "featured the Museum" project to accelerate the implementation of electronic commerce "hundred thousand rural village" project, free train operation staff, offering online support help for poor families, the provision of micro-credit support, helping them to use e-commerce platform to escape poverty. In poverty reduction, give a man a fish and feed him for a day, to targeted skills training and entrepreneurship training free of charge for the poor, increase employment, entrepreneurial skills, ensure the transfer of training people, poverty. In terms of student poverty, high school, vocational college students ' stipends and other costs, can be through the "one card", such as direct subsidies to households. In terms of financial poverty, in order to further increase the size of loans, expands the scope of delivery, developing industry, Enterprise provides protection for the poor. In respect of transport poverty alleviation, to solve the bottleneck in poor villages, development of transport, vigorously promoting the construction of rural roads and ordinary roads. PV poverty reduction, to support conditions of poor villages and photovoltaic system of centralized, poor construction projects, poor 客户信用管理制度 SY-DOC-SQC-004 i. 1.目的 为规范客户信用管理，避免因客户信用问题带来损失，特制订本制度。 2.适用范围 本制度适用公司所有客户。 3.评估组织、制度制定、归口管理 3.1.设立客户信用评估小组:财务部长任组长,销售副总、销售部长任副组长; 3.2.财务部负责制订信用政策、评级标准、监督信用政策的执行，是信用政策的管理部门; 3.3.销售部派专人对客户信用信息进行整理、归档,提供客户信息资料作为评估依据,并提出评 级伸请和评级草案; 3.4.评估小组依据客户信用信息定期评估。 4.信用评估的要素 客户信息项目 内 容 基础资料 客户的名称、地址、电话、股东构成、经营管理者、法人代表及其企业组织形式、 开业时间等 客户背景 央企、国企及等级、上市公司、大型民企、普通民企; 财务状况 资产、负债和所有者权益的状况、现金流量的变动情况、资金及盈利状况等 负责人状况 负责人素质 客户宏观特征 企业资产规模、经营规模、经营政策和观念、经营方向和特点、销售能力、服务 区域、产业内容、发展潜力等 客户微观特征 主管管理者和业务人员素质、管理状况、执行 合同 劳动合同范本免费下载装修合同范本免费下载租赁合同免费下载房屋买卖合同下载劳务合同范本下载 的态度、与其他竞争者的关系、 与本企业的业务关系及合作态度等 交易状况 上年交易金额、交易条件、毛利状况 回款状况 客户年度回款总额、应付款总额及占比、是否按约定或合同回款、支付现状,对应 付款、对承诺、对对帐的态度,逾期付款时间 主观评价 业务员、销售经理等对客户的评价 不良及异常记录 对帐不良、不按合同或约定结算、不兑现承诺、欠款数额或占比过大,其他情况。 5.评级记分标准(精确至0.1) 5.1评级标准记分汇总表 序号 项目 分值 说明 备注 一 加分项 1 基础资料 0——1 企业是否是合法经营,无0---有1 1 2 其他资质 0——3 外部评价,长期经营能力 3 3 企业背景 0----10 央企10,大型国企8,中小型国企6,大型10 民企4,小型民企2 4 财务状况 0----8 支付能力 8 5 负责人状况 0----3 好(2---3), 中(1-2), 差(0) 3 6 客户宏观特征 0----13 13 7 客户微观特征 0-----5 5 8 交易状况 0——16 地位和重要程度 16 9 回款状况 0----29 29 10 主观评价 0——12 业务人员对客户的总体评价 12 小计 100 terms of financial poverty, in order to further increase the size of loans, expands the scope of delivery, developing industr tional college students ' stipends and other costs, can be through the "one card", such as direct subsidies to households. In, vocaemployment, entrepreneurial skills, ensure the transfer of training people, poverty. In terms of student poverty, high schoolfish and feed him for a day, to targeted skills training and entrepreneurship training free of charge for the poor, increase commerce platform to escape poverty. In poverty reduction, give a man a -credit support, helping them to use e-e provision of microerce "hundred thousand rural village" project, free train operation staff, offering online support help for poor families, thaccelerate the implementation of electronic commcommerce business park, active docking Alibaba group "rural treasure", "the stars plan" and "featured the Museum" project to -poverty. In the area of poverty alleviation, to rely on e1pport conditions of poor villages and photovoltaic system of centralized, poor construction projects, poorto su ges, development of transport, vigorously promoting the construction of rural roads and ordinary roads. PV poverty reduction,terprise provides protection for the poor. In respect of transport poverty alleviation, to solve the bottleneck in poor villay, En 二 扣分项 1 不良及异常记录 1——100 风险程度比较大 100 小计 合计 5.2评级标准分项记分表表 .2.1基础资料 5 序号 项目 内容 分值 基础资料 齐(1) 基础资料 不齐(0) 小计 1 5.3.2其他资质 序号 项目 内容 分值 1 ISO9000认证 有-无(0-0.5) 2 ISO14000认证 有-无(0-0.5) 3 银行信用级别 无0,2A(0.5), 3A(1) 4 纳税信用 有-无(0-1) 小计 3 3财务状况 5.3. 序号 项目 内容 分值 1 资金来源 国家(3),上市(2-3),银行(1-2),自筹(0-1)合伙(0-0.5),地方政 府(0-0.5) 2 毛利率 30%以上(3), 15%-30%(2-3), 10%-15%(1-2), 10%以下(0-1), 3 付款口碑 好(2),中(1-2),差(负分), 小计 8 5.3.4客户宏观特征 序号 项目 内容 分值 1 资产规模 5亿上(3),1—5亿下(2-3),0.5--1亿下(1-2 ),0.2 亿--0.5亿下(0.5-1),0.2亿下(0-0.5) 2 销售额 10亿上(3), 3—10亿下(2-3),1-3亿下(1-2), 1亿 下(0-1) 3 下游客户 军工(2),央企大型国企大型外企(1-2),普通 (0.5-1),散单(0-0.5) 4 产品是否符产业政策 符合(1),一般(0-0.5)--不(0) 5 产品口碑 好(1),中(0.5),差(0) 6 行业地位 高(2),中(1-2),低(0) 7 管理能力 好(1),中(0.5-1),差(0) 小计 13 5.3.5 客户微观特征 序号 项目 内容 分值 1 对接业务员素质 好(1),中(0.5-1),差(0-0.5) 2 执行合同的态度 好(2),中(1-2),差(0-1) 3 与其他竞争者的关系 中(0),差(0-1) 4 与公司的合作态度 好(2),中(1-2),差(负分) 2rojects, poortion pary roads. PV poverty reduction, to support conditions of poor villages and photovoltaic system of centralized, poor construclve the bottleneck in poor villages, development of transport, vigorously promoting the construction of rural roads and ordinto so e of delivery, developing industry, Enterprise provides protection for the poor. In respect of transport poverty alleviation,rect subsidies to households. In terms of financial poverty, in order to further increase the size of loans, expands the scopas diof student poverty, high school, vocational college students ' stipends and other costs, can be through the "one card", such f charge for the poor, increase employment, entrepreneurial skills, ensure the transfer of training people, poverty. In termsing and entrepreneurship training free ocommerce platform to escape poverty. In poverty reduction, give a man a fish and feed him for a day, to targeted skills train-credit support, helping them to use e-pport help for poor families, the provision of microne suthe implementation of electronic commerce "hundred thousand rural village" project, free train operation staff, offering onli usiness park, active docking Alibaba group "rural treasure", "the stars plan" and "featured the Museum" project to acceleratecommerce b-poverty. In the area of poverty alleviation, to rely on e 客户信用管理制度 SY-DOC-SQC-004 i. 小计 5 5.3.6 交易状况 序号 项目 内容 分值 1 上年的交易金额 1000万以上(10以上),500万-1000下(5-10),200 万-500万下(2-5),50万-200万下(0.5-2), 50万下 (0-0.5) 2 毛利 30%上(3以上),15%-30%(1.5-3),15%下(0-1.5) 3 是否连续业务 月连续(2),断续(1-2),单一(0) 4 交易条件 好(1),中(0-1),差(负分) 小计 16 5.3.7 回款状况 序号 项目 内容 分值 1 上年回款总额 1000万以上(10以上),500万-1000下(5-10),200 万-500万下(2-5),50万-200万下(0.5-2), 50万下 (0-0.5) 2 应付款比例 见表3.3.9 3 是否按合同支付 正常(5)一般(1-5)差(负分) 4 支付现状 正常(5),中(1-5),差(负分) 5 对应付款态度 好(3)一般(负分)差(负分) 6 对承诺态度 好(3)一般(负分)差(负分) 7 对对帐的态度 好(3)一般(负分)差(负分) 小计 29 5.3.8 主观评价 序号 项目 内容 分值 1 客户产品销售状况 好(2), 一般(1),差(0) 2 企业经营状态 满负荷(2) ,一般(1) ,半停产(0) 3 企业设立年限 5年以上(1),1—5年(0.5),1年以下(0) 4 平均工资 高(2),一般(1),低(0) 5 对客户负责人 好(1),中(1-2),差(负分) 6 对对接业务人员 好(1),中(1-2),差(负分) 7 对客户资金状况 好(1),中(1-3),差(负分) 8 对客户付款态度 好(2),中(1-2),差(负分) 小计 12 5.3.9 不良及异常记录 序号 项目 内容 分值 1 不按合同或约定付款 逾期一年以上-12以上,逾期6个月-一年以下-12 -(6-12), 逾期3个月-6个月-(3-6), 逾期1个月 -3个月-(1-3), 逾期1个月下(0-1), 2 应付款比例 40%上-(20以上), 20-40%下-(10-20), 10%-20%-20 下-(5-10), 10%下(0-5),元件20%上-20以上, 10%-20%-(10-20), 5%-10%-(5-10), 5%下(0-5) 3 投资项目的影响 中-(0-1),大-(1-2), -2 4 支付现状(在付款中) 间隔6个月以上支付-6以上, 间隔2-6个月连续-6 支付中-(2-6),间隔2个月内连续支付-(0-2), 5 对应付款态度 差-(5-15),一般-(1-5) -15 6 对承诺态度 差(5-10),一般-(1-5) -10 7 对对帐的态度 不对帐-100,一般-(2-5), 差-(5-10) -10 tional college students ' stipends and other costs, can be through the "one card", such as direct subsidies to households. In, vocaemployment, entrepreneurial skills, ensure the transfer of training people, poverty. In terms of student poverty, high schoolfish and feed him for a day, to targeted skills training and entrepreneurship training free of charge for the poor, increase commerce platform to escape poverty. In poverty reduction, give a man a -credit support, helping them to use e-e provision of microerce "hundred thousand rural village" project, free train operation staff, offering online support help for poor families, thaccelerate the implementation of electronic commcommerce business park, active docking Alibaba group "rural treasure", "the stars plan" and "featured the Museum" project to -poverty. In the area of poverty alleviation, to rely on e3pport conditions of poor villages and photovoltaic system of centralized, poor construction projects, poorto su ges, development of transport, vigorously promoting the construction of rural roads and ordinary roads. PV poverty reduction,terprise provides protection for the poor. In respect of transport poverty alleviation, to solve the bottleneck in poor villay, Enterms of financial poverty, in order to further increase the size of loans, expands the scope of delivery, developing industr 8 对签收货单的态度 不对帐-100,一般-(2-5),差-(5-10) -10 9 与其他竞争者的关系 好-1 -1 10 业务员对客户基本面 差-2 -2 11 业务员对客户的负责人评价 差-2 -2 12 业务员对主管业务人员评价 差-1 -1 13 业务员对客户资金状况评价 差-2 -2 14 业务员对客户付款态度评价 差-2 -2 15 交易条件 差-1 -1 16 与公司的合作态度 差-2 -2 17 付款口碑 差-2, -2 小计 12 100 6.评级 6.1 级别 序号 级 别 分 值 分值 1 A类客户 60分以上 2 B类客户 40分---60分(不含60分) 3 C类客户 20分---40分(不含40分) 4 D类客户 20分以下 6.2 评级优先事项规定 序号 事项 内 容 1 从不逾期付款 自动记入A类 2 有逾期情况(不超过3个月),但总体按合同约定付款,且为央企、国有自动记入A类 大型企业、国家项目 3 协议 离婚协议模板下载合伙人协议 下载渠道分销协议免费下载敬业协议下载授课协议下载 铺货,铺货金额少于年供货额的10%,且按约定付款 自动记入A类 4 逾期应付未付超过6个月且中间停付的非央企和非国有大型企业 自动记入D类 5 拒绝对帐 自动记入D类 6 12个月交易低于50万元,欠款大于20% 自动记入D类 7 固定资产低于100万元或无自有厂房的新客户 自动记入D类 8 大股东或主要责人信誉差 自动记入D类 9 无资产保证的欠款 不得进入B类或以上 9 业务员评价得分低于60%的 下调一级 7 客户信用调查及处理 7.1. 销售部根据“4.信用评估的要素”和“5.评级标准”提供客户信息资料; 7.2. 财务逐客户向销售部收集客户信息资料,作出评估草案供评审,不得遗漏任何客户单位; 7.3. 定期调查制度: ?A类客户每半年一次即可; ?B类客户每三个月一次; ?C类、D类客户要求每月一次; 7.4 调查报告应按企业统一规定的格式和要求编写，不得主观臆断，必须客观准确, 对隐瞒、 伪造客户资料和信息或不尽职调查，导致评估结果失真的人员，追究其责任。要以资料和事实说话， 调查项目应保证明确全面; rojects, poortion pary roads. PV poverty reduction, to support conditions of poor villages and photovoltaic system of centralized, poor construclve the bottleneck in poor villages, development of transport, vigorously promoting the construction of rural roads and ordinto so e of delivery, developing industry, Enterprise provides protection for the poor. In respect of transport poverty alleviation,rect subsidies to households. In terms of financial poverty, in order to further increase the size of loans, expands the scopas diof student poverty, high school, vocational college students ' stipends and other costs, can be through the "one card", such f charge for the poor, increase employment, entrepreneurial skills, ensure the transfer of training people, poverty. In termsing and entrepreneurship training free ocommerce platform to escape poverty. In poverty reduction, give a man a fish and feed him for a day, to targeted skills train-credit support, helping them to use e-pport help for poor families, the provision of microne suthe implementation of electronic commerce "hundred thousand rural village" project, free train operation staff, offering onli usiness park, active docking Alibaba group "rural treasure", "the stars plan" and "featured the Museum" project to acceleratecommerce b-poverty. In the area of poverty alleviation, to rely on e4 客户信用管理制度 SY-DOC-SQC-004 i. 7.5业务员在工作中应建立客户信息资料卡，以保证业务开展，掌握客户信用动态。客户资料 卡至少包括以下内容: ?基本资料:客户的姓名、电话、住址、交易联系人及订购日期、品名、数量、单价、金额等; ?业务资料:客户的付款态度、付款时间、银行往来情况、财务实权掌管人、付款方式、往来 数据等; 8(授信审批程 8.1 销售部根据评级标准对客户进行分数，并提出包含级别、授信额度、授信时间的授信草案、 申请、附件,报财务部; 8.2 财务部审核交评估小组评审通过后,报销售总监批准执行; 8.3 未参与评级、增加授信额度、延长授信时间的客户由销售部按照上述程序申报; 8.4(授信批准后当天即可执行。 9.客户授信 序号 级 额度 分 值 对帐 别 1 A类客户 合同尽量注明诉讼3个月 系统油缸按招 投标 投标文件投标文件范本格式投标文件范本免费投标文件范本网投标文件范本实例 或谈判合同有预付款, 地为双方,对收货、提货款不低于30%。元、备件300万元赊验收时间进行约定 并取得收货、验收资销额度和货到3个月回款，或本批货到十 料, 每批货有签收天内付完上批货款，本批货不高于上批货单。 款20%。 2 B类客户 系统油缸按招投标或谈判合同,有预付合同必须注明诉讼1个月 款,提货款不低于60%。元、备件100万元地为双方,对收货、 赊销额度和货到3个月回款，或本批货到验收时间进行约定 十天内付完上批货款，本批货不高于上批并取得收货验、收资 货款20%。 料, 每批货有签收 单。 3 C类客户 系统油缸按招投标或谈判合同,有预付合同必须注明诉讼1个月 款,提货款不低于80%。元、备件30万元地为双方,对收货、 赊销额度和货到3个月回款，或本批货到验收时间进行约定 十天内付完上批货款，本批货不高于上批并取得收货、验收资 货款10%。 料,每批货有签收 单。 4 D类客户 现款现货 5 新客户 6个月内不正式评级,依据客户情况暂定合同按C类客户处1个月 相应级别 理,授信额经业务 员、主管副部长、总 监、财务部长签字, 取得收货、验收资 fish and feed him for a day, to targeted skills training and entrepreneurship training free of charge for the poor, increase commerce platform to escape poverty. In poverty reduction, give a man a -credit support, helping them to use e-e provision of microerce "hundred thousand rural village" project, free train operation staff, offering online support help for poor families, thaccelerate the implementation of electronic commcommerce business park, active docking Alibaba group "rural treasure", "the stars plan" and "featured the Museum" project to -poverty. In the area of poverty alleviation, to rely on e5pport conditions of poor villages and photovoltaic system of centralized, poor construction projects, poorto su ges, development of transport, vigorously promoting the construction of rural roads and ordinary roads. PV poverty reduction,terprise provides protection for the poor. In respect of transport poverty alleviation, to solve the bottleneck in poor villay, Enterms of financial poverty, in order to further increase the size of loans, expands the scope of delivery, developing industr tional college students ' stipends and other costs, can be through the "one card", such as direct subsidies to households. In, vocaemployment, entrepreneurial skills, ensure the transfer of training people, poverty. In terms of student poverty, high school 料,每批货有签收 单。 5 说明 10.信用管理 10.1销售部与客户签订合同时必须以授信为参照依据; 10.2(销售部及时记录发货与回款情况，及时提醒业务人员应收款的额度和帐龄; 10.3(对发信用发生变化的客户，销售部根据发生原因，提请变动评级和授信额度; 10.4(业务员发现客户信用状况突变或恶化时，应向上级紧急报告，采取的对策必须有上级主管的明确指示，不得擅自处理; 10.5(对违反授信管理规定，擅自下单形成的产品，逾期视同损失扣减销售经理的利润考核，形成损失的有相关责任人承担责任; 10.6. 财务部每6个月对客户信用等级的定期核查,并依据核查结论提出调整建议; 10.7 财务部在发货签单之前必须审核客户的授信额度和授信时间，对超过授信额度或授信时间 的业务不予审批放行; 10.8. 按客户等级执行相应的销售政策和授信额度。超过授信额度时,销售部申请,由主管副部长、财务部长、销售总监联席审批; 11(考核与监督 11.1 销售部为客户信用管理的执行部门，财务部负责审核监控管理;评审小组负责客户信用客户信用和授信评审; 11.2 越权审批或擅自提高信用额度的，对责任人按照超出信用部分进行罚息处罚，罚息标准 按照逾期账款银行贷款利息标准执行。形成悬案的承担本息的20%-40%。 rojects, poortion pary roads. PV poverty reduction, to support conditions of poor villages and photovoltaic system of centralized, poor construclve the bottleneck in poor villages, development of transport, vigorously promoting the construction of rural roads and ordinto so e of delivery, developing industry, Enterprise provides protection for the poor. In respect of transport poverty alleviation,rect subsidies to households. In terms of financial poverty, in order to further increase the size of loans, expands the scopas diof student poverty, high school, vocational college students ' stipends and other costs, can be through the "one card", such f charge for the poor, increase employment, entrepreneurial skills, ensure the transfer of training people, poverty. In termsing and entrepreneurship training free ocommerce platform to escape poverty. In poverty reduction, give a man a fish and feed him for a day, to targeted skills train-credit support, helping them to use e-pport help for poor families, the provision of microne suthe implementation of electronic commerce "hundred thousand rural village" project, free train operation staff, offering onli usiness park, active docking Alibaba group "rural treasure", "the stars plan" and "featured the Museum" project to acceleratecommerce b-poverty. In the area of poverty alleviation, to rely on e6