Research On Hierarchical Management Of Enterprise Customers Of A Commercial Bank In Beijing

Stable customer relationship is the enterprise to maintain a sustainable competitive advantage,for the commercial banks,corporate customers is an important object of the purchase of products and services,it is also a major source of its operating profit,establish stable customer relationship has become China's commercial banks to maintain long-term and stable business,expand market share,the key to win the market competitive advantage.In recent years,with China's economy into the new normal,to maintain its market position,enhance the competitive advantage,the commercial banks to increase the enterprise competition for customers.How to expand the enterprise customer groups,enhance corporate customers of commercial banks to build viscosity,enterprise customer management system,has become an important aspect of the management of commercial banks in china.Chinese postal savings bank J Beijing branch was established in 2007,after eleven years of development,Beijing branch of the head office of J relying on abundant capital,advanced management,perfect system of powerful advantages,and actively carry out the work,improve the large customers depend on the expansion of small and medium sized customers and increase the scale of settlement business of its own business level of precision marketing,asset management the scale has been greatly improved.However,through to the Beijing J branch of business development,customer classification management present situation analysis,in the current J branch of enterprise customer classification management mode,enterprise customer market positioning is not clear,the market accounted for a small,slow response,customer service marketing and management mechanism is not perfect,the customer risk control system is not perfect.In order to better promote the J branch in the current fierce competition in the market,win the competitive advantage,to obtain sustainable development,optimize the current enterprise customer classification management model has become an important part of the J branch to solve.In this paper,China postal savings bank J Beijing branch as the research object,firstly the related theory of the customer management and the research situation at home and abroad are summarized,laying a theoretical foundation for this research,summarizes the basis of the current commercial bank customer demand and development trend,to the customer management status of Beijing J enterprises and branch the problems are analyzed,finally from the building Establish multi-level enterprise customer classification standards,the construction of multi-level enterprise customer service system,improve the multi-level enterprise customer organization guarantee system,perfect customer marketing system and multi-level enterprise multi-level enterprise customer risk control system in five aspects,making the improvements for the postal savings bank of Beijing branch of J China enterprise customer classification management.From the theoretical perspective,research at home and abroad for the management of enterprise customers early in the customer relationship management and customer segmentation management related research results are also many,however the related research on customer management of commercial bank business is also very limited.This paper studies on the Chinese postal savings bank J Beijing branch customer classification management,on the one hand to the current economic new normal under Beijing J branch of enterprise customer management give advice and suggestions,on the other hand,can also provide a theoretical reference for other domestic counterparts enterprises customer classification management.