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Advise from The Sales Department
Michael C. Dennis, MBA, CBF

Business Credit Concepts
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Always Look a Gift Horse in the Mouth

A salesperson once raced into my office to hand me a large order for a new company that I had never even heard of. I told the salesrep I would evaluate the account as quickly as possible. The salesperson responded that we should "never look a gift horse in the mouth."

When it comes to unsolicited orders from unknown companies, not only should the credit manager look the horse in the mouth, he or she should:

  • Count the horse's teeth.

  • Inspect it from nose to tail for flies, fleas and other problems.

  • Do the research necessary to find out where the horse came from.

  • Try to figure out why your company was lucky enough to receive this gift.

  • Check the horse's medical records, and

  • If any red flags are found, be prepared to give the horse back!!

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