Under the market economy conditions, risk exists in the financing, investment, capital operation and management of all financial activities of every enterprise,and it do lots of effect to the enterprise in achieving its object. It should not be ignored or evaded. So how to effectively guard all kinds of risks and crises has became the most emergency question to research and solve in every enterprise especially the sales apartment in the IT Company.
As the work of IT companies which is on guard of the selling risk is not perfect enough, the main idea of this paper is that take Digit China which has a large amount of experiences of retail and business career as an example.Although it possess strict credit systems and put ERP system into effect successfully, in the process of actual selling, there are always some bad debt created by lacking of credit of representation which lead the direct loss of company to ten million per year.
To decrease the loss, this paper not only provide a serious amending and creating on the basis of original risk organization but also from company organization structure merging, the establishment of agency which on guard of risk to eventually break the traditional mode of selling and use the system of SELL-OUT and Internet selling. The improvement of selling risk prediction and controlling is on the representation view to observe and consider question, and then analysis the next strategic of representation which make preparation forward to avoid the selling risk efficiently. Moreover, we should help the representations to solve problem, only health and safe representation, can we reduce the selling risk and realize health retail.
KEYWORDS：risk，selling risk，system of risk estimation
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