The Application And Innovation Of The Customer Manager System In The Czbank Beijing Branch

As the end up of 5 years'transition period of Chinese banking industry entering WTO, the competition between banks among China become more and more furious and it presents a international competition tendency .Client manager as a brand new innovation marketing mechanism has changed the traditional service pattern and build a management model centre on customers and provision of the all-directional and comprehensive financial services for clients. Client manager as a marketing representative providing all-directional financial services for banks and clients and totally promote the earning capacity and competitive power through satisfying clients'requirements and maximum of clients'values and it become a vinculum between banks and clients.CZBANK Beijing branch as the 10th GMSC branch of 12th nationwide joint-stock commercial bank, its client manager mechanism has been built by the basis of absorption of advanced marketing philosophy and western bank's successful experience basis and it is in the first step of exploration phase. And the implementation phase will still have a series of problems and it should be enhanced fatherly and it needs to combine the actual enterprise situation and it should be researched and accomplished further more.As the basis of in-depth research and meticulousness analysis ,this dissertation has made a clear analysis for a series of problems arising from the implement of the client manager mechanism in scientific pricing system, motivation mechanism, performance appraisal system, management of recessive risk aspects and according to these problems, this dissertation has proposed a sophisticated suggestions for the bank's client manager mechanism from the combination of motivation theory, banking reproduction theory, banking marketing theory, customer value theory and some other advanced management theories in appraisal motivation mechanism, business process, organization structure, enterprise culture, support system angles.The objective of this dissertation is to propose the specific solutions for realizing the client manager mechanism of CZBANK Beijing branch and it will solve the existing problems of the implement of the client manager mechanism and it will fatherly promote the marketing power of this bank .At the meantime ,it will also provide a series of ideas and recommendations for Chinese other joint-stock commercial banks.