{"id":42971,"date":"2026-09-22T23:48:23","date_gmt":"2026-09-23T04:48:23","guid":{"rendered":"https:\/\/haaci.edu.pa\/?post_type=lp_course&#038;p=42971"},"modified":"2026-09-23T00:05:28","modified_gmt":"2026-09-23T05:05:28","slug":"cobranza-efectiva","status":"publish","type":"lp_course","link":"https:\/\/haaci.edu.pa\/index.php\/courses\/cobranza-efectiva\/","title":{"rendered":"COBRANZA EFECTIVA"},"content":{"rendered":"<p><strong>COMUNICACI\u00d3N, NEGOCIACI\u00d3N Y CIERRE DE ACUERDOS<\/strong><\/p>\n<p><strong>INTRODUCCI\u00d3N:<\/strong><\/p>\n<p>La gesti\u00f3n moderna de cobranza exige transformar la interacci\u00f3n con el cliente en una estrategia estructurada de recuperaci\u00f3n. Esto implica comprender el comportamiento de pago, priorizar adecuadamente la cartera, definir estrategias seg\u00fan el perfil y nivel de morosidad, conducir conversaciones de alto impacto y negociar soluciones que permitan recuperar recursos sin deteriorar innecesariamente la relaci\u00f3n comercial. Este programa desarrolla un enfoque integral de cobranza, combinando gesti\u00f3n de cartera, comunicaci\u00f3n estrat\u00e9gica, negociaci\u00f3n, manejo de objeciones, t\u00e9cnicas de cierre, seguimiento de compromisos e indicadores de desempe\u00f1o, con herramientas aplicables a diferentes escenarios de recuperaci\u00f3n.<\/p>\n<p><strong>DIRIGIDO A:<\/strong><\/p>\n<ul>\n<li>Gestores y ejecutivos de cobranza<\/li>\n<li>Analistas de cr\u00e9dito y cobranza<\/li>\n<li>Ejecutivos de cuentas<\/li>\n<li>Personal de cuentas por cobrar<\/li>\n<li>Supervisores y coordinadores de cobranza<\/li>\n<li>Personal de cr\u00e9dito<\/li>\n<li>Ejecutivos comerciales con responsabilidad sobre cartera<\/li>\n<li>Administradores y responsables financieros<\/li>\n<li>Profesionales vinculados con recuperaci\u00f3n de cartera<\/li>\n<\/ul>\n<p><strong>OBJETIVOS DEL CURSO:<\/strong><\/p>\n<ul>\n<li>Fortalecer las competencias profesionales para la gesti\u00f3n y recuperaci\u00f3n de cartera.<\/li>\n<li>Aplicar criterios de segmentaci\u00f3n y priorizaci\u00f3n para organizar estrat\u00e9gicamente las gestiones de cobranza.<\/li>\n<li>Desarrollar t\u00e9cnicas avanzadas de comunicaci\u00f3n aplicadas a conversaciones de cobro.<\/li>\n<li>Identificar perfiles, comportamientos y patrones de pago que permitan definir estrategias diferenciadas.<\/li>\n<li>Aplicar metodolog\u00edas de negociaci\u00f3n orientadas a la recuperaci\u00f3n efectiva.<\/li>\n<li>Gestionar objeciones, resistencia y situaciones de conflicto durante la cobranza.<\/li>\n<li>Desarrollar t\u00e9cnicas de persuasi\u00f3n y cierre para convertir conversaciones en compromisos concretos.<\/li>\n<li>Establecer acuerdos de pago claros, medibles y verificables.<\/li>\n<li>Fortalecer el seguimiento de promesas y acuerdos para reducir reincidencias.<\/li>\n<li>Utilizar indicadores para evaluar la productividad y efectividad de la gesti\u00f3n de cobranza.<\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p>COMUNICACI\u00d3N, NEGOCIACI\u00d3N Y CIERRE DE ACUERDOS INTRODUCCI\u00d3N: La gesti\u00f3n moderna de cobranza exige transformar la interacci\u00f3n con el cliente en una estrategia estructurada de recuperaci\u00f3n. Esto implica comprender el comportamiento de pago, priorizar adecuadamente la cartera, definir estrategias seg\u00fan el &hellip; <\/p>\n","protected":false},"author":12,"featured_media":0,"comment_status":"closed","ping_status":"closed","template":"","course_category":[144,162],"course_tag":[],"class_list":["post-42971","lp_course","type-lp_course","status-publish","hentry","course_category-empresarial","course_category-financiero","course"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>COBRANZA EFECTIVA - HAACI INTERNACIONAL<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/haaci.edu.pa\/index.php\/courses\/cobranza-efectiva\/\" \/>\n<meta property=\"og:locale\" content=\"es_ES\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"COBRANZA EFECTIVA - HAACI INTERNACIONAL\" \/>\n<meta property=\"og:description\" content=\"COMUNICACI\u00d3N, NEGOCIACI\u00d3N Y CIERRE DE ACUERDOS INTRODUCCI\u00d3N: La gesti\u00f3n moderna de cobranza exige transformar la interacci\u00f3n con el cliente en una estrategia estructurada de recuperaci\u00f3n. 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