Icbc How To Do A Good Job In The Banking Market Operators

With the deepening of the reform of financial system, great changes have taken place in the modern financial environment of the market. With China's entry into WTO, limitations on the foreign banks in clients, business operations and the regions have been lessened. Foreign banks are competing with Chinese banks before the same scratching line. The innovation of banking product and the professional business competition are intensified. The market is transformed from the seller's market to the buyer's market. In addition, the investment channel of the masses is developing toward the diversification. The tremendous changes on market position and market share of Industrial and Commercial Bank of China and the tendency of decreasing of market share makes it necessary for ICBC to enforce the marketing strategy.The marketing of commercial bank is an integrated activity of maximizing the profit, which is on the basis of client's needs, the fixed targeted market, through market investigation, development of monetary product, pricing, sales promotion and supervising. However, there are many problems in the process of marketing, such as adrift of research and development; adrift of marketing and sales; mixing of sales and service; bad match of risk system and the marketing system; the vagueness of market target and lacking of client-oriented spirit.With regards to the problems in marketing,I think the most significant things need to do lie in three aspects:the first is the business innovation;the second is the construction of client manager, The third is relationship marketing. Business innovation shall be directed by the principle "lead by themarket, regard the clients as the God".ICBC should innovate with her own way. ICBC should do a lot of things in the construction of client manager:choosing high quality client managers; reforming organization of client managers; formulating scientific knowledge manufactures implementation means of client managers; establishing working system and rule of client managers; taking client at the first place; reforming bank running mechanism; Strengthening the cultivating work of client managers; establishing and perfecting the mechanism of regular examination and inspiration, cultivating the loyalty of client managers; distributing and using client resources resonably, establishing reasonable matching relations between clients.ICBC should establish relationship marketing stragtegy...