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20 Com. Lending Rev. 1 (2005)

handle is hein.journals/cmlrv20 and id is 1 raw text is: Commercial Lending Review Setting the Sticker Price for Credit 3 By Sherief Meleis and Peter C. Davis Pricing according to risk metrics helps protect commercial lending profits. Pricing according to sensitivity of customer demand helps maximize them. The Relationship Between Supply-Chain Economies and Large Retailers' Working Capital 9 By Martin Gosman and Mark Kohlbeck The increasing concentration of retail sales has led to working-capital efficiencies for many large retailers. But significant differences exist in inventory and payable turnovers. Sales Effectiveness and Management Systems: A Practical Plan for Implementation Success 15 By Gene Mehr To be effective, sales systems must focus on the most pragmatic of all criteria for defining success: The system must help your sales team sell. Signals from Sarbanes-Oxley for Best Practices in Smaller Borrowers 19 By C. William Thomas Comparing nonpublic companies' practices to the corporate governance provisions of SOX can give credit analysts valuable insights into these smaller borrowers' creditworthiness. Credit Risk Management and Bank Size 27 By William C. Handorf and Lili Zhu An examination of quarterly loan-loss provisions, size of the allowance and charge-offs over the following 12 months finds that the largest and smallest banks are most adept at predicting expected losses. COMMERCIAL LENDING REVIEW 1 JANUARY-FEBRUARY 2005

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