Formation of the credit rating of buyersto differentiate commercial credit terms

One of the first stages of management of a debt receivable (after its analysis) is working out of a credit policy, namely the decision of a question on the one whom to grant the commodity loan, on what conditions and for what term. Competently developed credit policy allows to maximize a monetary stream and to compensate the risk taken up by the company that, finally, raises cost of the company and well-being of shareholders. For stimulation of increase in volumes of sale of production at simultaneous minimization it is brave it is necessary to approach selectively to conditions of the conclusion of contracts with buyers. Production realization on various conditions means formation of a credit policy on the basis of a credit rating. The average estimation of the whole complex, the indicators described in work is put in a basis of ranging of clients. In article basic elements of a credit rating and the credit policy of the enterprise, criteria of credit status of buyers are presented. Novelty is reduction in conformity of a rating of reliability of clients and the peri­od of granting of a delay of payment, the account of charges of a debt receivable taking into account term of its refer­ence and average cost of the capital. Being means of attraction of buyers, the commercial credit, that is granting of a delay of payment, should be economically effective, hence, the losses caused by derivation of own means from a turn, should be blocked by benefit from sales volume increase is a main objective of formation of a credit rating. Work result is that application of the offered rating will allow not only to differentiate conditions of granting of the commercial credit to buyers, but also to define influence on potential profit of the enterprise-seller.