Investors In The Appropriate Management Research Of Securities Industry Based On Customer Relationship Management

At present, the academic researches for CRM(Customer Relationship Management) have become more and more comprehensive in the domestic circle of economic management. The basic agreement generally considers CRM as a series of process, which is comprised of continuously communicating with customers, mining customer needs, improving the products and services, and then to meet customer needs and enhance customer loyalty. In addition, studies on appropriateness management of securities investors have also reached certain level, but still, there are not enough discussions about the connection between CRM and appropriateness management systematically. In order to explore and study the application prospects of CRM theory in the securities industry, this paper attempts to combine CRM theory with appropriateness management of securities investors based on securities firms' CRM. The idea is to start from the consideration of building and improving the customer management and service system under the core values as "understanding your customers" and "providing appropriate services", then to make distinctive expositions and analysis on the specific application of CRM audaciously. We try to clarify the inheritance relationship within, as for the further purpose of finding a possible way to improve the refinement of business management and enhance the appropriateness in the sale of financial products, or the supply of financial services, so as to meet the two principles of "enough explanation about the rules, enough exposure about the risks " and "at the right time, in a right way, with the right product, to the right people ".The author has served at the frontline of the supervision department in the securities authorities for a long time. With professional skills regarding this career and firsthand information about the securities industry's development, the author can make a good condition for the research. Through investigating and studying the security companies'practical work on customer classification and the implementation of appropriateness management, this paper discusses the current situation and certain problems of the appropriateness management in the domestic securities industry. Also it uses data storage and mining technology to build and analyze models of applications of data mining in the customer classification management in securities industry, as to demonstrate that this technology plays a important role in improving the accuracy and the effectiveness of customer risk classification. Afterward, the author attempts to give some elementary advise about the key and difficult problems of the current appropriateness management in domestic. Compared with domestic corresponding researches on this subject, the method in this paper is not only more profound and comprehensive, but also more operable and enforceable.According to the data mining technology in customer classification Management of conclusion, Combined with the vigorous innovation and development of securities industry in recent years, this paper demonstrates how to improve the innovation on products, operations and services more scientifically, which is driven by the customer demands through reasonable customer evaluation, classification and appropriateness management, for the purpose of better implementing appropriateness management and better protecting investors' legal rights and interests, puts forward relevant policy recommendations.