Research On Customer Risk Management Of SXFW Company Under Credit Sales Mode

In order to meet buyers’ demand for capital payment in purchasing behavior, credit sales approach oriented by installments, mortgage banking, finance lease sales, is along with the birth, and gradually becomes a relatively large investment behavior of customers in major capital payment. While credit sales has also become one of the manufacturers’ major business conditions to seize market share, and improve product sales. With the changing market environment, credit sales has uncertainties, its quality depends on customers’ own credit rating and operation control level, profits accompanied by risks. SXFW Company belongs to the industry agents, credit sales model has become the main way of selling. While credit sales brought a huge financial risk to the company, in order to improve the quality of credit sales, reduce objective risk, research on client risk management which is based on SXFW company’s credit sales model is of great practical significance.This dissertation combines domestic and foreign scholars’ research on client risk under credit sales model, drawing on previous theory and experience related to risk management, based on the actual situation of SXFW company’s credit sales mode, do statistics about credit sales data of SXEW company and compare with industry data, analysis the gap in credit sales risk control degree between that company and industry average. To better understand the current situation about the company’s credit sales, and enhance awareness of credit sales model, first of all, doing analysis about the status and the causes of the existence of credit sales model. After detailed introduction of credit sales model, find short board from three sales links of the company: customer credit investigation presale, customer risk control during-sale and loan recovery after-sale. In order to better evaluate customer risk, firstly to effectively identify customer risk. The dissertation does research from four areas: the market itself, the operation control, credit guarantees and legal safeguards, to state the reason of customer risk’s formation. Card external and internal reasons for the formation of customer risk. Carry out research on customer risk assessment On the basis of the effective identification on client risk. Establish risk evaluation index and risk assessment models from three sides: the pre-sale customer credit investigation, during-sale customer risk control, and after-sale loan recovery risk control. And divide customer risk rating in accordance with risk assessment, use the evaluation results for the actual application. Complete the customer risk control system structures. Effective operation of the risk control system, needs adequate security and control strategy. This dissertation studies control strategy from four aspects: the company system, business processes, performance appraisal, and the resource allocation. The research results of this study about customer risk control under SXFW company’s credit sales mode, has formed an effective management system, which could better improve the client risk management and control work under the credit mode, improve operation quality, increase operating income, lower customer risk, at the same time, have universal reference and guidance in risk control and management for the industry.