催款信 Payment Demands.ppt

催款信 Payment Demands
Payment demands
collection letters
demand letters
Introduction
panies must collect the
receivables (应收款项)or the money for the
products or services they sell. Most buyers
honour their agreement to pay. In reality,
however, some buyers postpone or evade
(躲避,逃避) payment for various reasons.
Some may forget; some may put off
their payment; some may have been
trapped in (陷入)financial problems
and cannot afford to pay; and a few
never intend to pay. Under such
circumstances, the seller will have to
send collection letters for the
money that is due or overdue.
Elements of Persuasion in Payment Demands
1. Use of Minimal and Subtle Emotional Appeal (避免情绪化)
2. Use of a Credible, Sincere Image (诚恳守信)
3. Avoidance of Disrupting the Reader's Expectations (避免打击对方的期望)
4. Choice of Words (措辞谨慎)
1. Use of Minimal and Subtle Emotional Appeal (避免情绪化)
People are influenced by emotions. The writer should take on a businesslike, firm, yet friendly and considerate tone. Beginning with the mild-appeal stage, though, the writer can attempt to engage the reader's emotions more seriously.
2. Use of a Credible, Sincere Image (诚恳守信)
Writers of payment demand should be well
aware of relevant laws and regulations, as
well as the payment demand policies of both
panies. They must appear
determined to demand what is due, yet
unthreatening and, at least in the early
demand stages, willing to adapt to the
reader's reasonable consideration.
3. Avoidance of Disrupting the Reader's Expectations (避免打击对方的期望)
A debtor (债务人)knows for sure that the
creditor (债权人)will ask for payment.
Sometimes creditors feel apologetic when
asking for payment. But not asking for
payment would disrupt the debtor's
expectations.
Besides, the debtor, like anyone else,
also expects to be treated like a human
being. It is therefore important that the
collector should be courteous and
humane.(人道的)
4. Choice of Words (措辞谨慎)
Each stages in the collection series call
for