Research On Credit Management Mode Of IT Industry

The concept of Credit Sale has been deeply understand in every business mode in the current market economy. It should have its own character in IT industry. Under the background of increasing competition, credit Sale has been the most basic way of selling in the IT industry. Especially, the general agent, who is at the top channel in the sale-chain, but below the manufacturer has the special market position. This paper is based on the credit management model of general agents in the IT industry as the research object and combined with my working experience of credit risk control for 10 years.After analysis a lot of domestic and foreign references I put forward a new theory about the general agent of enterprise credit management.In this paper, I summarize the characteristics of the development of IT industry, and analysis the characteristics of the general agent and distributors. After that I points out the development trend of IT industry. In addition, according to the special status of general agent in the channel distributor and the distributor’s characteristics, I put forward a new model of general agent credit management, and named 3+S.In the model, I elaborated how the general agent should pay attention to customer information collection in advance and deal with by operation management in event and accounts receivable management after the even. After that,I pointed out that, in the IT industry we should emphasize credit management consciousness of the sales who is on the first-line in the market. Differently from other industries, the sales should be as the main force of the credit risk control in the IT industry.In addition, this paper also put emphasis on that the small channel business should be more concerned about their own financial management and they must improve their attitude about the preparation of financial statements. Meanwhile, regardless of size, the whole business enterprise in the market, should pay attention to the financial management of its own, and jointly create a well-ordered market environment.