外贸企业销售的产品不论涉及哪一领域，其销售地域是相同的，那就是海外市场，因此牵涉到欠款问题时，很多外贸企业都非常紧张，担心这笔欠款会成为坏账，因此这些企业将催款作为企业核心工作之一，如何有效催款呢?
催款一定要关注到各方面信息的综合掌控，要知道一家外贸企业想要在海外打开产品销售市场，代理销售无疑是企业的命脉所在，因此不到万不得已，一定要给这一类型客户留有余地，这是能够增加企业此后销售额度的关键，所以在催讨欠款之前一定要弄清楚各方面原因，了解该客户是因为哪种原因导致货款拖欠，是因为在经营过程中不善，还是因为疏忽导致资金链条出现问题，或是因为销售方对于外贸企业产品质量存在疑问导致不满等等。
根据欠款用户实际情况而选择不同的催款方式，就是能够确保系追回欠款，又不会丢失客户的关键所在。
美国职业经理人威利曾先后在沃博联以及宝诚集团作为执行经理人，其授课中讲到，
The reason why the vast majority of users in arrears do not pay back the payment at the specified time is that more than 30% of the users are dissatisfied with the products, for example, in the course of shipping or in the process of using the goods. As a result, the outer packaging of the products is affected. This part of the product is held in the hands of the customer, unable to be sold and the seller does not solve the problem in the first place, resulting in a backlog of funds in the hands and therefore not returning the payment at the specified time.
There are also 40% of the users because in the course of product sales, because of the impact of the market, the price of product sales is much higher than that of other products of the same industry in the regional market, resulting in additional capital costs. Unable to sell the product in the first place and cannot return the payment.
The remaining 30% of the users are due to other reasons, either because of poor management resulting in the enterprise going bankrupt, or because of the internal ownership problems of the seller, and so on, but in general, regardless of which kind of problem is addressed, The reason why the outstanding amount cannot be recovered is essentially related to the low attention paid by the seller to the customer. In the process of making the payment, it is necessary to pay attention to such details as how to make an effective call for the payment. This is to be able to recover arrears without losing the customer base exists.
绝大多数欠款用户之所以不在规定时间还货款，有30%以上的用户是因为对于产品不满，例如在海运过程之中或者是运用过程之中，暴力唱戏，导致产品外包装受到影响，这一部分产品被羁押在客户手中，无法销售出去而销售商又没有在第一时间解决问题，导致手中资金积压，因此不在规定时间返回货款。
也有40%的用户是因为在产品销售过程中，由于市场冲击导致产品销售价格远高于区域市场其他同行业产品销售价格，导致资金成本追加，无法第一时间将产品销售出去而不能返回货款。
剩余30%的用户是因为其他原因或是因为经营不善导致企业濒于破产，或是因为销售方内部股权问题而导致企业经营出现偏差等等，但总体而言，无论是针对于哪一种问题，之所以欠款无法追回和销售方企业对于客户的关注度偏低有着本质联系，在催款过程中，如何有效催款必须关注到这样的细节，这是能够追回欠款的同时不流失客户的基础存在。
Lockheed Company of the United States was once in crisis in the course of its foreign trade operation. The overseas market shrank by 30%. This was one of the biggest crises encountered by the company in 2002. Because of the bias on how to effectively raise money, the company used a more aggressive approach to solving the problem, that is, not paying for no more shipments, which led to a rapid downturn in sales in Asia and India. At one time in some overseas markets can not see their corporate products.
美国洛克希德公司曾在外贸经营过程中一度陷入危局，海外市场缩减额度达到了30%，这是在2002年该公司遇到的最大危机之一，之所以遇到这种问题，就是因为在如何有效催款层面出现偏差所致，该公司在解决问题时使用了较为激进的方式，即，不付款不再发货，这种状态之下，导致其在亚洲以及印度的产品销售快速低迷，一度出现在部分海外市场无法看到其企业产品的情况。
How foreign trade enterprises can effectively urge funds directly affects the question of the business quota of the enterprises after that. Therefore, there must be no deviation in this respect. Old customers are the key for any enterprise to increase the sales quota of its products in the process of product marketing, especially for overseas large product agent customers. Therefore, we should be cautious about the issue of calling for funds. Fully understand the customer does not set the time to pay the problem formation reasons, the final targeted solution.
外贸企业如何有效催款直接影响着企业此后产品经营额度问题，因此在这一方面一定不能够出现偏差，老客户是任何一家企业在产品营销过程中能够提升产品销售额度的关键所在，特别是海外大型产品代理客户更是如此，所以在催款问题上要谨慎对待，充分了解客户不在规定时间还款问题形成原因，最终针对性解决问题。
