METHODS AND CRITERIA FOR ASSESSING THE ORGANIZATION’S BUYERS IN PURPOSES OF FORMING A CREDIT POLICY
The article raises the issue of creating an appropriate valuation methodology for the organization’s buyers in order to formulate a credit policy. Nowadays, the practice of granting trade credit has become widespread in order to attract buyers and increase sales. The undesirable consequences for the organization of the debtor - a slowdown in payment turnover, an increase in accounts receivable, can be caused by the lack of clear incentives for counterparties to fulfill contractual obligations. Therefore, an important point in this case is the choice and formation of credit policy. The article focuses on one of the foundations for the formation of an effective credit policy - the assessment of buyers. The following is a brief description of the methods used for assessing the organization’s solvency. As a result, it was found that the existing methods do not provide an opportunity for a comprehensive assessment of potential buyers. However, each enterprise is primarily interested in the solvency, responsibility of buyers, in their ability to quickly and efficiently eliminate the difficulties that have arisen, therefore, this article proposes the application of the method of comprehensive assessment of the organization’s buyers based on the rating assessment and the developed scale of points for the selected criteria. The methodology uses the assessment of credit policy, indicators of the financial stability of the enterprise, in the final value it is recommended to take into account the qualitative indicators. For the acceleration and convenience of assessing the solvency of the organization, it is proposed to use automated technology using a computer program. The article provides recommendations for further improvement of customer assessment methods. Further research and development of normative values and ranges of deviation of financial indicators, taking into account the specifics of the industry, is proposed. It is also recommended to formalize the qualitative assessment indicators and develop a methodology for their further application.