Research On Customer Relationship Management Of Postal Savings Bank Of Changsha

The current commercial Banks are facing with fierce customer market competition, and the competitive pattern is occurring drastic changes.Along with the increasingly similarity of commercial bank products, how to attract and retain customers will become the banks’new competition point.Since the full range of financial services of Postal Savings Bank is still in its initial stage, to strengthen customer relationship management, to correctly recognize and evaluate target customer group, to use its own advantage for making right CRM strategies and tactics, and to cultivate highly efficient and stable customer groups, have become a urgent issue of Postal Savings Bank.Basing on Customer-focused mindset and CRM theory, using the method of literature, comparative analysis, field research and other methods, this paper studies about Postal Savings Bank, analyzes its current situation of management and problems of CRM.By Comparing the result of its CRM idea, mechanism and technology, this paper came up with suggestions and corresponding guarantee measures of optimizing CRM of Changsha Postal Savings Bank.This paper holds that, through the optimization of CRM of Changsha Postal Savings Bank, the clarification of target customers can be realized, which will help satisfy customers’needs more effectively with lowered cost. The marketing result will be improved, playing a positive role in leveling up the CRM and enhance the core competitiveness of the bank and its ability to profit.