商业汇票低风险兑承业务介绍.ppt

公司业务部 晏建 2011年7月 商业汇票低风险承兑业务介绍 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. 目 录 票据及承兑业务基础知识 我行的低风险承兑业务 开办低风险承兑业务的意义 低风险承兑业务办理流程 营销提示 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. n 狭义的票据业务仅指银行承兑汇票和商业承兑汇票，涵盖以商 业汇票为媒介的信用投放、资金融通、金融服务的票据业务的 全过程，包括票据的发行、票据的交易、票据业务的衍生。 票据业务 支票 汇票 本票 银行本票 商业本票 银行汇票 商业汇票 现金支票 转帐支票 银行承兑银行承兑汇票汇票 商业承兑汇票 票据Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. 晏建是个什么 样的人呢？我 熟不熟悉他？ 信息不对对称 3个月后，晏 建真的能有钱 还给我吗？ 还还款能力 若3个月后晏 建有钱了，他 会不会赖账不 还呢？ 信用 假设设我租了您的房子 到付房租的日子了，我“没钱钱” 现现在写张张欠条说说3个月后还给还给您，您能接受吗吗？ 如果能请请到徐行在这张这张欠条上写上“到期 由本人代为为支付”的字样样，并签签字，您会接受这张这张欠条吗吗？ 什么是承兑业务 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. 假如您有10套房子出租，每个租户都给您打欠条，而且都 找的不同的人帮忙在欠条上签字承诺到期代为支付。 扩大到社会经济活动中，无数的企业在商贸交易中，也给 交易对手打欠条，都找的是不同的第三方在欠条上签章承 诺到期代为支付。 把问题放大 ？时间成本 ？如何打理这么多格式不同的欠条 ？万一急着要用钱怎么办 什么是承兑业务 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. 人民银银行进进行统统一规规范管理 欠 条条 徐行 晏建 汇汇 票 承兑兑人 出票人 您您收款人 什么是承兑业务 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. n 商业汇 票的承兑是指银行接受承兑申请人的付款委托 ，承诺在汇票到期日对收款人或持票人无条件支付汇票金 额的票据行为。 承兑业务概念 转化为自己的语言：个人之间、企业之间 支付结算手段 延期付款 真实贸 易背景 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. 银行承兑汇票票样（新版） n 新版票号调整为16位数，前3位数是银行机构代码，第7位数代表票据 种类（5 - 银行承兑汇票） n 人民银行要求自2011年3月1日起停止签发和使用旧版票据，一律使用 新版票据（即2010版银行票据凭证）。 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. 票据业务主要品种及关系 出票市场 直贴市场 转贴市场 企业A企业B企业C 背书背书 企业ABC银行ABC 贴现 银行A银行B银行C 转贴现转贴现 中国人民银行 再贴 现 支付结算 企业融资 同业融资 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. 目 录 票据及承兑业务基础知识 我行的低风险承兑业务 开办低风险承兑业务的意义 低风险承兑业务办理流程 营销提示 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. n 代总行试办低风险承兑业务 2011年2月25日，由海淀支行营销并办理中国邮政储蓄银行第一笔承兑 业务，成功签发2张银行承兑汇票。 n 2011年5月28日，北京分行正式获得总行批复和授权，在全国第一 个试点开办商业汇票低风险承兑业务（批复文号：邮银发2011691号 ） 2011年6月24日，海淀支行营销并办理试点后的第一笔承兑业务。 业务开办情况 该业务的推出，使北京分行打通了票据一级市场与二级市场的关系 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. n 银行为什么愿意接受承兑申请人的付款委托，办理承兑业务呢？ 什么是低风险承兑业务 即未加保护的风险，指因债务人的违约行为导致的可能 承受风险的信贷业务余额。 为了减少和控制风险， 债权人或银行会采取措施进行风险抵消，这称为“冲销” 风险。冲销后仍未能抵减的风险，即暴露在风险中，则 称为“风险敞口”或“风险暴露”。 风险敞口 简单来说，低风险承兑业务就是风险敞口趋为0的承兑业务 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. n 定义 我行的商业汇 票低风险 承兑业务 是指，承兑申请人按 汇票金额提供100保证金，或以我行认可的存单、国债、 银行承兑汇 票等担保方式提供足额担保的承兑业务 。 低风险承兑业务 - 概念 目前只能接受我行开具的个人定期存单或单位定期存单作为质押标的物 目前原则上只接受同城我行机构销售的凭证式国债作为质押标的 目前我行认可银行承兑汇 票主要是由四大行、上市股份制商业银 行承兑的 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. n “全行营销，集中办理”原则 十五家一级支行均可进行业务营销 由海淀支行集中办理（审查审 批、承兑出票，以及做查复 、解付等操作） 我行的低风险承兑业务 原则 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. n 海淀支行审批权限 就同一客户单日单笔承兑业务的审批权限不超过5000万元； 就同一客户单日单张承兑汇票审批权限不超过1000万元。 我行的低风险承兑业务 权限 n 分行审批权限 就同一客户单日单笔承兑业务的审批权限暂定为1亿元。 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. 目 录 票据及承兑业务基础知识 我行的低风险承兑业务 开办低风险承兑业务的意义 低风险承兑业务办理流程 营销提示 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. 为什么要开办低风险承兑业务 单位：人民币万亿元 2004年2005年2006年2007年2009年 GDP13.6518.2320.9424.6633.54 票据承兑量3.44.455.435.87 10.2 票据承兑量 /GDP(%) 24.9124.4125.9323.80 30.41 l票据承兑量约占GDP的四分之一左右。票据具有背书功能，如果每张平均有两手背 书，则其使用比重或成分将高达近50，如果是三手则将近75。 l2010年GDP39.79万亿元，票据承兑量12.2万亿元。 l2009年北京市场上累计签发银行承兑汇票3828亿元，排名全国前列 n 巨大的市场 - 近年来的GDP与票据承兑量的关系 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. 为什么要开办低风险承兑业务 3 提升中间业务收入 万分之五的承兑手续费 2 拉动存款增长 大量的保证金 4 利于营销客户 票据可以满足企业低成本融资的 需求，利于银行营销切入；做完 承兑后可以根据票面信息营销收 款人进行贴现，实现链式营销 5 规模 自承自贴情况下，与单纯进行贷 款融资相比，在实行100保证 金从而使总的融资风险没有放大 的情况下，可实现资产规模的双 倍增长 对银行而言 1 提升信誉 承兑业务是银行信用的体现 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. 为什么要开办低风险承兑业务 3 与直接申请贷款相比可为企业 节约大量的财务费用 2 仅交纳万分之五的手续费，远 低于其存放银行定期存款或存作 保证金的利息收入 4 企业“业绩”报告的需要。一些 企业在100%保证金担保下在银行 承兑后持汇票直接向该银行申请 贴现，可使资产负债表中的现金 流入增多，资产流动性提高，反 映的企业偿债能力增强 1 可以暂时不占用买方企业自有 资金，实现延期支付 对出票人（ 买方）而言 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. 为什么要开办低风险承兑业务 对收款人 （卖方）而言 1 赊销行为，提升市场份额 2由银行承诺付款， 只要接到 的是真实的银行承兑汇票，就 不用担心货款不能按期收回 3 银行承兑汇票具有流通功能，卖方收到银 行承兑汇票后可以进行背书转让，急需使用 现金的话也可以进行贴现 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. 目 录 票据及承兑业务基础知识 我行的低风险承兑业务 开办低风险承兑业务的意义 低风险承兑业务办理流程 营销提示 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. 整体流程 海淀支行 B柜柜员 受理 审查审批 出票 到期解付 海淀支行 B柜柜员 权限设置 海淀支行 业务审查岗 营销行 海淀支行 风险审查岗 海淀支行/分行 /总行有权审批 岗 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. 营销行的业务流程 营销行低风险承兑业务受理与调查流程图 （一）按要求进行客户营销 申请办理低风险承兑业务的客户应具备以下条件： 1、在我行开立存款账户（保证金账户必须开在海淀支行）， 并依法从事经营活动的企（事）业法人及其他组织； 2、有真实、合法的商品或劳务交易背景； 3、承兑行要求的其他条件。 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. （二）业务 受理。客户经 理需收集客户以下材料： n基础类材料 1、营业执照、组织机构代码证、税务登记证、贷款卡； 2、公司章程，公司有权机构同意办理承兑业务的授权书或决议； 3、法定代表人身份证。非法定代表人前来办理业务的，还需提交 法定代表人签署的授权委托书、代理人身份证。 n 承兑业务材料 1、中国邮政储蓄银行商业汇票承兑业务申请书 2、交易双方签订的合法、有效的商品购销，劳务交易合同原件 及复印件（须与原件核对） 3、承兑行要求提供的其他资料 营销行的业务流程 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. n 担保材料 1、以定期存单质押的，应提供存单原件； 2、以国债（凭证式）质押的，应提供国债原件； 3、以银行承兑汇票质押的，应提供： （1）汇票原件。 （2）客户与其前手的商品购销或劳务交易合同、对应的增值税 发票或其他能表明交易履行的证明材料。 营销行的业务流程 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. （三）客户经 理进行业务调查 ： 业务调查须由2名客户经理共同完成。调查的主要内容包括 ： 1、客户基础资料真实有效性调查； 2、真实贸易背景调查； 3、担保情况调查： （1）保证金来源合法性的调查 （2）担保物有效性、合法性、足值性调查 营销行的业务流程 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. （四）填制相关表格，连同资料移交海淀支行办理： 客户经理调查通过后，填制中国邮政储蓄银行低风险 承 兑业务调查 表和中国邮政储蓄银行低风险 承兑业务 申请材料清单。 支行主管行长在调查 表中签字确认。经分行公司部同 意后，由客户经 理将资料移交海淀支行承兑业务 “市场营场营 销岗销岗 ”。 目前在商业票据系统中 设置的承兑业务市场营 销岗是海淀支行的刘志 超、刘大光 营销行的业务流程 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. 目 录 票据及承兑业务基础知识 我行的低风险承兑业务 开办低风险承兑业务的意义 低风险承兑业务办理流程 营销提示 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. n 目标客户寻找 钢铁贸 易企业 煤炭、贵金属贸易企业 商超连锁 型企业（超市、家电销 售企业） 机械制造类企业 IT企业 营销提示 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. n 营销技巧 强调对客户的好处： 延期支付 保证金存款利息 我行可按相应期限计定期存款利息 营销提示 存量客户 寻找财务报表中有应付票据的企业 新客户 根据行业进行陌生拜访、电话营销 改变客户以现金支付结算的习惯，用100%保证金开票 链式营销1：自开自贴，不论金额大小，可给予收款人最优惠的贴现 价 格 链式营销2：根据贴现业务 中的出票人信息，营销 出票人到我行办承兑 业务 Evaluation only.Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile .Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd.Copyright 2004-2011 Aspose Pty Ltd. Evalu