Chengdu Guanghua Logistics Limited Financial Product Marketing Case Studies

Followed by china's deep revolution in finance , and fast-speed development of information skill, and economic international integrity, and that financial market opening after entering into WTO, it is a serious challenge Chinese banks will face .making feasible marketing schemes satisfied the customers is the important thing. Based upon the"Important Minority and Tedious Majority Principle"proposed by an Italian economist Beretto, 80% of the profit of an enterprise comes from 20%customers. The 20% customers are what we call the quality customers. How to get these 20% customers are important things of bank marketing. This article presents a case study of the sales failure of Construction Bank of China Chengdu high-tech area Branch on Guanghua logistics corporation , analyzes the internal reasons and suggests the improvements of the sales strategy. Based upon the problems found in the sales in quality customers, the basic sales options of Construction Bank of China Chengdu high-tech area Branch are devoted to help the bank management and customer manager to enhance the success rate of the quality customer sales.The first chapter of the paper provides a detailed analysis of the sales schemes of the dedicated sales Team of Construction Bank of China Chengdu high-tech area Branch for Guanghua Logistics Corporation, the company profile, financial statement, market competition, management efficiency, customer requirements as well as the establishment of the sales schemes. It is found out from the analysis the following problems still in exist: 1.There is no detailed analysis of the customer demand and the sales cutting point is not accurate;2. The product analysis is not provided in consideration of the customer demands;3. No analysis is made on the conditions of the competitivepartners4. Simple sales objectives and means;5. No fast response mechanisms to customers can be established...