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    Event Profile
    Class/
    Online
    Classroom
    Date December 01, 2017
    Time 9:00am to 5:00pm
    Venue Mandarin Orchard Singapore
    333 Orchard Road
    Singapore 238867
    Fee
    7% GST will apply
    SGD 480.00
    3 & above: SGD450.00 each
    For Member
    SGD 456
    3 & above: SGD427.5 each
    NoteTwo tea breaks and buffet lunch will be served. Limited complimentary car parking coupons are available upon request.
    Trainer
    Activity
    A sensible and practical approach to credit management & collections

    Having healthy sales figures don’t usually guarantee a healthy bottom line. As competition gets stiffer, most companies are generally operating on thinner profit margins. These margins are also affected if the account receivables are not collected in full, or on time. And to those responsible for collections, many often find it frustrating, demoralising and even nerve wrecking, having to deal with these delinquent debtors on a regular basis.

    This highly informative and insightful 1-day workshop will present to participants, a sensible as well as practical approach to credit management & collections.
    Objective
    At the end of this workshop, participants will:
    • Learn to "think out of box"
    • Understand the role and importance of credit management & credit policies - preventing bad debts from happening in the first place
    • Learn the various legal processes of a civil claim between a company & a business
    • Uncover the art of telephone negotiation skills & techniques for collections
    • Avoid "Taboo" words in a collections call
    • Unleash your collection "POWER"
    • Have a better understanding of different debtor types & profiles
    • Know how to handle excuses for non or delayed payment
    • Be able to better manage gatekeepers
    Outline
    • Introduction to collections
      Participants will learn & understand the primary objectives in collections; the importance of collections; objectives of & establishing credit policies; examples of some general policies

    • Lowering your risk factors
      Having a proper credit control system; internal & external causes of delinquencies in receivables; knowing & understanding your legal rights against your debtor

    • Attributes of an effective collections staff
      What are the characteristics that make a collections staff "effective"

    • Effective collection techniques
      Covers general guidelines on collection techniques - listening skills, assertiveness etc.

    • Practical and effective telephone techniques
      Participants will learn practical as well as effective telephone techniques - "taboo" words & negotiation communication skills; developing your collection "POWER"

    • Debtor profiles
      Understand the different debtor types & profiles

    • Delays & disputes
      Learn how to handle the various types of common excuses such as "The boss is not in town...", "I’ve already mailed out the cheque..."

    • Gatekeepers
      Learn how to better manage gatekeepers such as receptionists, secretaries etc.
    Who should attend
    This workshop will be particularly useful for everyone - from the management & non-management staff who are involved & generally responsible in the daily credit management & collections process of their respective companies, especially staff from the finance, accounts, credit management & sales departments. This workshop is also suitable for those who wish to learn & pick up new skills in credit management & collections.
    Methodology
    This session includes group discussions & presentations, videos, case studies & role-plays. A practicing lawyer from a well established legal firm will be touching on the legal aspects of collections (subject to availability).
    Testimonial
    The course is very effective for me to apply it in my job scope to tackle difficult customers who do not want to pay up. Knowledgeable and personal Mr Chua is also very entertaining in providing real-life experiences that we can relate with. Not a boring training at all!
    Jet Aviation (Asia Pacific) Pte. Ltd.

    Good Topics and Very Good Trainer!
    Singapore Government Staff Credit Co-operative Society Ltd

    Very effective. All objectives especially the legal part of AR was an eye opener and very useful as he was very knowledgeable and was able to deliver the topics in a fun way but with lots of value
    DTZ Facilities & Engineering (S) Limited

    The topic is relevant in the course of my work. The trainer was able to demonstrate his experience in this field of work, impart useful tips for participants to apply and was engaging.
    Maritime and Port Authority of Singapore (MPA)

    Interesting trainer with helpful topics to help us understand the course better.
    ARDEX SINGAPORE PTE. LTD.

    The trainer has vast experience on the topic, makes the workshop very interesting with personal experiences. it is full score!
    Central Provident Fund Board

    The workshop provided full useful knowledge, even on personal basis. The trainer is very lively and interactive.
    Central Provident Fund Board
    Gregory Chua's Profile
    Gregory is a very dynamic and entertaining trainer/speaker. With more than 20 years in direct sales, he brings with him a wealth of experience in the field of personal selling - from telephone prospecting techniques to face-to-face selling skills that garner results.

    Gaining his experience from marketing office security and medical equipment, Gregory spent 13 years in a local leading business and credit information service provider.

    As a Senior Account Manager, he was tasked with marketing the group's services ranging from business/credit information to debt recovery and account receivables management. Besides holding the highest sales record in the company & being responsible for growing the customer portfolio, he also provided regular training sessions to the sales team on the professional & finer art of selling as well as debt recovery techniques to collection officers in the group of companies.

    Apart from being the official in-house trainer, Gregory has also conducted many external seminars and workshops to participants from the Government ministries and statutory boards, Multi-National Corporations as well as Small & Medium-sized Enterprises. Some of these include Ernst & Young, BP Singapore, ExxonMobil Asia Pacific, NTUC Income, Hong Leong Asia, Hong Leong Finance, Singapura Finance, Epson Singapore, Chubb Singapore, Tuas Power, Societe Generale, Gleneagles Hospital, National Cancer Centre, National Heart Centre, National University Hospital, J.V. Fitness (California Fitness Centre), Starhub Ltd, Pacific Internet, Tenet Insurance, QBE Insurance (Intl), Maybank, OCBC Bank, HSBC, RHB Bank, ECICS Ltd, Cycle & Carriage Industries & many others.

    Gregory was also a trainer for the Singapore Association of Credit Management (SACM) on the certification program "Collections Best Practice."

    Gregory believes in the principle of giving only the best of oneself & never shortchanging the company & customers. His motto: "Where knowledge is.....your greatest asset"
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