高端客户的维护与开拓
发布时间：2018-10-19 07:47
【摘要】：根据管理学著名的"二八定律",商业银行的高端客户占其客户总量的20%,但提供的利润却占总利润的80%。可以看出,高端客户对银行的生存和发展起着至关重要的作用。如何挖掘高端客户、维护高端客户资源等问题已经影响到现代商业银行能否在金融市场中立足,能否具有竞争力等方面。面对外资银行的"入侵",如何留住自己原有的客户资源,拓展新的客户资源,让高端客户为自己创造更多的利润等问题,是摆在国内商业银行面前急需解决的关键性问题。因而,探索有效高端客户市场的途径,并对高端客户群体进行精心的客户关系管理,是对商业银行提高经济效益和持续发展能力具有重要的战略意义。
[Abstract]:According to the famous "law of two and eight" of management, the high-end customers of commercial banks account for 20% of the total number of customers, but the profits provided account for 80% of the total profits. It can be seen that high-end customers play a vital role in the survival and development of banks. How to tap high-end customers and maintain high-end customer resources has affected whether modern commercial banks can be established in the financial market and whether they can be competitive. In the face of the "invasion" of foreign banks, how to retain their original customer resources, expand new customer resources and let high-end customers create more profits for themselves are the key problems that domestic commercial banks urgently need to solve. Therefore, it is of strategic significance for commercial banks to improve economic efficiency and sustainable development by exploring the effective ways of high-end customer market and carrying out careful customer relationship management for high-end customer groups.
【作者单位】： 中国农业银行股份有限公司山东省分行营业部个人金融部;
【分类号】：F832.33;F274
本文编号：2280558
[Abstract]:According to the famous "law of two and eight" of management, the high-end customers of commercial banks account for 20% of the total number of customers, but the profits provided account for 80% of the total profits. It can be seen that high-end customers play a vital role in the survival and development of banks. How to tap high-end customers and maintain high-end customer resources has affected whether modern commercial banks can be established in the financial market and whether they can be competitive. In the face of the "invasion" of foreign banks, how to retain their original customer resources, expand new customer resources and let high-end customers create more profits for themselves are the key problems that domestic commercial banks urgently need to solve. Therefore, it is of strategic significance for commercial banks to improve economic efficiency and sustainable development by exploring the effective ways of high-end customer market and carrying out careful customer relationship management for high-end customer groups.
【作者单位】： 中国农业银行股份有限公司山东省分行营业部个人金融部;
【分类号】：F832.33;F274
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