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Collection management handbook [[electronic resource] ] : the art of getting paid / / A. Michael Coleman
| Collection management handbook [[electronic resource] ] : the art of getting paid / / A. Michael Coleman |
| Autore | Coleman A. Michael |
| Edizione | [3rd ed.] |
| Pubbl/distr/stampa | Hoboken, NJ, : Wiley, c2004 |
| Descrizione fisica | 1 online resource (306 p.) |
| Disciplina | 658.8/8 |
| Soggetto topico | Collecting of accounts |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-280-34553-5
9786610345533 0-471-48394-X |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Collection Management Handbook; Dedication; About the Author; Contents; PREFACE; ACKNOWLEDGMENTS; CHAPTER 1 A New Collection Science Is Born; Preventive Remedies for Credit Grantors; How to Incorporate Protective Legalese into Your Sale Origination Documentation; Law of the Jungle; Building Blocks for Collection Success; Debtor Profiles; Delay Tactics; Integrated Collections; Problem-Solving Techniques; Opening Statements; Initiating a Collection Call; Words and Phrases that Should be Removed; CHAPTER 2 Oratory and Advanced Communication Skills; Grab the Debtor's Attention
Match the Debtor's BackgroundBody Language Carries; Value of Communication Skills; Build a Collection of Impact Words and Phrases; Collector's Vocabulary; Value of Humor; Telephone Techniques for Collectors; CHAPTER 3 Selling Psychology Applied to Collections; Change the Debtor's Base of Thinking; Formula for Handling Debtors' Objections; Handling the ""Higher Authority" or "Pass the Buck" Stall; Objection: "I'll Think About It"; Objection: ""Go Ahead and Sue!""; Trial Closes; Alternatives Technique; Solving Built-In Debtor Objections; Interim Collection Closing; False Conclusion Of Ignorance and Intellect: How Veteran Collectors Outsmart ThemselvesArt of Listening; Reading the Debtor's Temperature; Deciding What Appeals to Use; Maintaining Control in Telephone Collection Calls; CHAPTER 4 Advanced Collection Techniques; Motivating Techniques: Withdrawal Method; More Advanced Collection Techniques; Postcollection Close; How to Barter a Successful Collection; Pay It With Roses; ""Good Guy, Bad Guy"" Approach; Collection by Draft; Point of Diminishing Returns; Debtor Localization; Mixing-Bowl Concept; How to Collect from a Hard-Core, Judgment-Proof Debtor Charitable DonationsHow to Establish Your Own In-House Collection Agency; Attorney Letter Influence; CHAPTER 5 Small-Balance Collection; Effective Techniques to Collect Receivables Less Than 500; How to Implement the Time and Space Technique; Choosing an Agency to Collect Small Balances; Psychology and Framing of Effective Collection Letters; Stamped Reminder or Printed Sticker; Use of Mailgrams or Telegrams; CHAPTER 6 Suing in Small Claims Court; How to Utilize the Small Claims Court System; How to Sue in Small Claims Court; General Information About Utilizing Small Claims Court How to Commence a Small Claims ActionFiling the Complaint; Preparation for Trial; How to Prepare and File a Civil Suit; CHAPTER 7 Making Your Debtors an Offer They Can't Refuse; Risk Versus Reward; Application of Legal Principles; Positioning Your Nonpaying Customer in a Vexing Legal Predicament; Long-Arm Statute Litigation with Applicable Case Law; California Long-Arm Statute Litigation ""Open Book"" Status; Fear-Factored Recoveries; Bankruptcy Remedies; Creditor Remedies for Challenging Fraudulent Conveyances and Adversary Proceedings; Unconventional Bankruptcy Recoveries CHAPTER 8 Skip Tracing and Asset Searches |
| Record Nr. | UNINA-9910456383003321 |
Coleman A. Michael
|
||
| Hoboken, NJ, : Wiley, c2004 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Collection management handbook [[electronic resource] ] : the art of getting paid / / A. Michael Coleman
| Collection management handbook [[electronic resource] ] : the art of getting paid / / A. Michael Coleman |
| Autore | Coleman A. Michael |
| Edizione | [3rd ed.] |
| Pubbl/distr/stampa | Hoboken, NJ, : Wiley, c2004 |
| Descrizione fisica | 1 online resource (306 p.) |
| Disciplina | 658.8/8 |
| Soggetto topico | Collecting of accounts |
| ISBN |
1-280-34553-5
9786610345533 0-471-48394-X |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Collection Management Handbook; Dedication; About the Author; Contents; PREFACE; ACKNOWLEDGMENTS; CHAPTER 1 A New Collection Science Is Born; Preventive Remedies for Credit Grantors; How to Incorporate Protective Legalese into Your Sale Origination Documentation; Law of the Jungle; Building Blocks for Collection Success; Debtor Profiles; Delay Tactics; Integrated Collections; Problem-Solving Techniques; Opening Statements; Initiating a Collection Call; Words and Phrases that Should be Removed; CHAPTER 2 Oratory and Advanced Communication Skills; Grab the Debtor's Attention
Match the Debtor's BackgroundBody Language Carries; Value of Communication Skills; Build a Collection of Impact Words and Phrases; Collector's Vocabulary; Value of Humor; Telephone Techniques for Collectors; CHAPTER 3 Selling Psychology Applied to Collections; Change the Debtor's Base of Thinking; Formula for Handling Debtors' Objections; Handling the ""Higher Authority" or "Pass the Buck" Stall; Objection: "I'll Think About It"; Objection: ""Go Ahead and Sue!""; Trial Closes; Alternatives Technique; Solving Built-In Debtor Objections; Interim Collection Closing; False Conclusion Of Ignorance and Intellect: How Veteran Collectors Outsmart ThemselvesArt of Listening; Reading the Debtor's Temperature; Deciding What Appeals to Use; Maintaining Control in Telephone Collection Calls; CHAPTER 4 Advanced Collection Techniques; Motivating Techniques: Withdrawal Method; More Advanced Collection Techniques; Postcollection Close; How to Barter a Successful Collection; Pay It With Roses; ""Good Guy, Bad Guy"" Approach; Collection by Draft; Point of Diminishing Returns; Debtor Localization; Mixing-Bowl Concept; How to Collect from a Hard-Core, Judgment-Proof Debtor Charitable DonationsHow to Establish Your Own In-House Collection Agency; Attorney Letter Influence; CHAPTER 5 Small-Balance Collection; Effective Techniques to Collect Receivables Less Than 500; How to Implement the Time and Space Technique; Choosing an Agency to Collect Small Balances; Psychology and Framing of Effective Collection Letters; Stamped Reminder or Printed Sticker; Use of Mailgrams or Telegrams; CHAPTER 6 Suing in Small Claims Court; How to Utilize the Small Claims Court System; How to Sue in Small Claims Court; General Information About Utilizing Small Claims Court How to Commence a Small Claims ActionFiling the Complaint; Preparation for Trial; How to Prepare and File a Civil Suit; CHAPTER 7 Making Your Debtors an Offer They Can't Refuse; Risk Versus Reward; Application of Legal Principles; Positioning Your Nonpaying Customer in a Vexing Legal Predicament; Long-Arm Statute Litigation with Applicable Case Law; California Long-Arm Statute Litigation ""Open Book"" Status; Fear-Factored Recoveries; Bankruptcy Remedies; Creditor Remedies for Challenging Fraudulent Conveyances and Adversary Proceedings; Unconventional Bankruptcy Recoveries CHAPTER 8 Skip Tracing and Asset Searches |
| Record Nr. | UNINA-9910780455103321 |
|
Coleman A. Michael
|
||
| Hoboken, NJ, : Wiley, c2004 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Collection management handbook [[electronic resource] ] : the art of getting paid / / A. Michael Coleman
| Collection management handbook [[electronic resource] ] : the art of getting paid / / A. Michael Coleman |
| Autore | Coleman A. Michael |
| Edizione | [3rd ed.] |
| Pubbl/distr/stampa | Hoboken, NJ, : Wiley, c2004 |
| Descrizione fisica | 1 online resource (306 p.) |
| Disciplina | 658.8/8 |
| Soggetto topico | Collecting of accounts |
| ISBN |
1-280-34553-5
9786610345533 0-471-48394-X |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Collection Management Handbook; Dedication; About the Author; Contents; PREFACE; ACKNOWLEDGMENTS; CHAPTER 1 A New Collection Science Is Born; Preventive Remedies for Credit Grantors; How to Incorporate Protective Legalese into Your Sale Origination Documentation; Law of the Jungle; Building Blocks for Collection Success; Debtor Profiles; Delay Tactics; Integrated Collections; Problem-Solving Techniques; Opening Statements; Initiating a Collection Call; Words and Phrases that Should be Removed; CHAPTER 2 Oratory and Advanced Communication Skills; Grab the Debtor's Attention
Match the Debtor's BackgroundBody Language Carries; Value of Communication Skills; Build a Collection of Impact Words and Phrases; Collector's Vocabulary; Value of Humor; Telephone Techniques for Collectors; CHAPTER 3 Selling Psychology Applied to Collections; Change the Debtor's Base of Thinking; Formula for Handling Debtors' Objections; Handling the ""Higher Authority" or "Pass the Buck" Stall; Objection: "I'll Think About It"; Objection: ""Go Ahead and Sue!""; Trial Closes; Alternatives Technique; Solving Built-In Debtor Objections; Interim Collection Closing; False Conclusion Of Ignorance and Intellect: How Veteran Collectors Outsmart ThemselvesArt of Listening; Reading the Debtor's Temperature; Deciding What Appeals to Use; Maintaining Control in Telephone Collection Calls; CHAPTER 4 Advanced Collection Techniques; Motivating Techniques: Withdrawal Method; More Advanced Collection Techniques; Postcollection Close; How to Barter a Successful Collection; Pay It With Roses; ""Good Guy, Bad Guy"" Approach; Collection by Draft; Point of Diminishing Returns; Debtor Localization; Mixing-Bowl Concept; How to Collect from a Hard-Core, Judgment-Proof Debtor Charitable DonationsHow to Establish Your Own In-House Collection Agency; Attorney Letter Influence; CHAPTER 5 Small-Balance Collection; Effective Techniques to Collect Receivables Less Than 500; How to Implement the Time and Space Technique; Choosing an Agency to Collect Small Balances; Psychology and Framing of Effective Collection Letters; Stamped Reminder or Printed Sticker; Use of Mailgrams or Telegrams; CHAPTER 6 Suing in Small Claims Court; How to Utilize the Small Claims Court System; How to Sue in Small Claims Court; General Information About Utilizing Small Claims Court How to Commence a Small Claims ActionFiling the Complaint; Preparation for Trial; How to Prepare and File a Civil Suit; CHAPTER 7 Making Your Debtors an Offer They Can't Refuse; Risk Versus Reward; Application of Legal Principles; Positioning Your Nonpaying Customer in a Vexing Legal Predicament; Long-Arm Statute Litigation with Applicable Case Law; California Long-Arm Statute Litigation ""Open Book"" Status; Fear-Factored Recoveries; Bankruptcy Remedies; Creditor Remedies for Challenging Fraudulent Conveyances and Adversary Proceedings; Unconventional Bankruptcy Recoveries CHAPTER 8 Skip Tracing and Asset Searches |
| Record Nr. | UNINA-9910823087803321 |
|
Coleman A. Michael
|
||
| Hoboken, NJ, : Wiley, c2004 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||