A decision to grant or not grant credit affects sales revenue, profit, production and procurement. This learning module discusses approaches and decision factors associated with making credit decisions with speed, accuracy and efficiency. Topics covered include Accounts for New Customers, Credit Availability and Limits for New/Existing/Repeat Customers, Handling Marginal Business, Decisions Based on Limited Information and Review of Credit Limits. After successful completion of this learning module the student should understand approval of credit for new customers, establishing credit limits, implementing credit limits for existing customers, how credit scoring is used to help manage credit, credit approval for marginal credit accounts, making credit decisions using limited customer information and conducting reviews of credit limits.
Debie Wangsgard, CCE, has a Bachelorís degree in Business from Westminster College and has been working in the field of credit for over 32 years , first working in the construction industry, and then as the Corporate Credit Manager for Swire Coca Cola, and most recently for Stock Building Supply in the Credit Training Department. She was recognized as Instructor of the year in 2008 by NACM Business Credit Services. She has given numerous seminars, online webinars, and developed over 40 training programs to strengthen credit managers in their profession and has taught CAP classes for