Research On Customer Classification Management Of A Securities Company

With the rapid development of China's securities industry,the competition between securities companies is becoming more and more fierce.If securities companies want to gain a foothold in the market and continue to develop healthily in the future competition,they must strengthen customer management,attach great importance to high value-added customers,strengthen the integration of their own resources,and constantly improve their service level.Only by building its own competitive advantages and providing more effective services to customers can it be possible to win the trust of customers in future competition and help enterprises to achieve long-term benefits.With the intensification of industry competition,A Securities Company must sort out and optimize its existing customers,rely on high-quality customers to gain competitive advantage,and gradually shift its focus to customer service and customer management.Based on the previous theory of customer grading management,through comprehensive investigation and quantitative and qualitative analysis,this paper focuses on the main problems existing in customer grading management of A Securities Company,builds RFM model,and analyses customer grading management of A Securities Company,so as to improve the effective operation of customer grading management of A Securities Company.At the same time,it is of great significance for companies in the industry to expand and maintain their customers and enhance their competitive advantages.It also provides some reference for the further enrichment and application of customer classification management in the industry.Taking A Securities Company as an example,this paper effectively manages the customer classification of A Securities Company.With the help of the existing customer management theory,this paper discusses the current situation of A Securities Company's customer management,and studies its main problems.In the main part of the paper,the RFM model is constructed by using empirical analysis and combining theory with practice.From the perspective of customer risk preference,the customer classification management is studied by means of questionnaire survey.The customer is classified into value customer,core customer,general customer,potential customer and worthless customer.It also puts forward corresponding countermeasures and suggestions,especially from the perspective of organization,system,personnel,technology and capital,and analyses the effect of A Securities Company after implementing customer classification management.Finally,the paper draws a conclusion that the customer classification management of A Securities Company should comprehensively consider and judge many factors.According to the dimension of service quality and customer classification,it will analyze and formulate different sales service policies for customers.At the same time,as an important management system of A Securities Company,customer hierarchical management is a dynamic management process,which will constantly change with the improvement of external environment and internal management level.