Receivables management in general and an empricial study on industrial companies in Adana

Credit sales of goods or services, is one of the basic elements in today's competitive economic system to attract customers and increase profitability. In this context, in order to increase the success of corporate enterprises and thus prosperity of the country, effectively management of receivables which consists of credit sales has great importance. The aim of this study is to examine the policy and applications of receivables management of industrial companies operating in Adana. In this study, the questionnaire was applied to 22 firms operating in Adana HacıSabancı Organized Industrial Zone via e-mail. In the result of the study,it was determined that firms fulfill basic functions of receivables management, but they don't use modern techniques.According to results of the study, recommendations related to financial management specifically receivables management are presented. In addition, recommendations for future research have been developed. Keywords: Credit sale, receivable management, receivable management, credit conditions.