2014年ACCA考试中的重点内容，为了帮助大家全面复习ACCA考试，系统的了解F9财务报告学科重点知识，我们考吧.cc特为考生们整理了以下辅导知识，希望考生们能够喜欢。

Credit terms granted to customers

Although sales representatives work under the premise that all sales are good (particularly， one may add， where commission is involved!)， the credit manager must take a more dispassionate view.(S)he must balance the sales representative's desire to extend generous credit terms， please customers and boost sales， with a cost/benefit analysis of the impact of such sales， incorporating the likelihood of payment on time and the possibility of bad debts. Where a customer does ?survive? the credit checking process， the specific credit terms offered to them will depend upon a range of factors. These include：

· Order size and frequency ? companies placing large and/or frequent orders will be in a better position to negotiate terms than firms ordering on a one-off basis.

· Market position ? the relative market strengths of the customer and supplier can be influential.For example， a supplier with a strong market share may be able to impose strict credit terms on a weak， fragmented customer base

· Profitability ? the size of the profit margin on the goods sold will influence the generosity of credit facilities offered by the supplier. If margins are tight， credit advanced will be on a much stricter basis than where margins are wider.

· Financial resources of the respective businesses ? from the supplier's perspective， it must have sufficient resources to be able to offer credit and ensure that the level of credit granted represents an efficient use of funds. For the customer， trade credit may represent an important source of finance， particularly where finance is constrained. If credit is not made available， the customer may switch to an alternative， more understanding supplier.

· Industry norms ? unless a company can differentiate itself in some manner (e.g.， unrivalled after sales service)， its credit policy will generally be guided by the terms offered by its competitors. Suppliers will have to get a ?feel? for the sensitivity of demand to changes in the credit terms offered to customers.

· Business objectives ? where growth in market share is an objective， trade credit may be used as a marketing device (i.e.， liberalised to boost sales volumes).

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