Gestão de crédito: uma análise com empresas do varejo de materiais de construção

Abstract

The granting of credit is a tool to increase sales and it requires the company's efficient control in all its stages, ranging from the customer registration to the collection. The objective of this study was to identify the credit management practices carried out in the construction materials retail companies, in the city of Francisco Beltrão, Paraná. The data were obtained through descriptive research, of quantitative character, applying a questionnaire. Among the results obtained, the work presents the panorama of payment options offered by the study group; some similarities of credit practices related to subjective analysis, which seeks to analyze the 5 Cs (character, capacity, capital, and general conditions) for the granting of credit; as well as some points of collection management that are flawed, such as the lack of periodicity in the feed of the customer registration information, the non-execution of a reanalysis of the customer in a second or third purchase, given a period of time between them, missing clear and standard procedure in relation to receiving checks, which require standardized monitoring.