Research On Optimization Of Customer Relationship Management Of CIB Branch Of Industrial Bank

Customer relationship management(CRM)is an efficient means ofcustomer management,is a "customer-centric" business philosophy embodied,through coordination,improve and customer sales,marketing and service interaction,thereby enhancing the customer Management of the level of refinement,closer to the feelings between customers,to attract new customers,to retain the old customers,and existing customers into loyal customers,in order to enhance the profitability of enterprises.In the new normal financial economy in China under the continuous development of innovation,why banks to do customer relationship management to optimize the development of why the other bank products,a little higher income products can not dock;why other bank varieties and a little more customer funds out;Why the same risk of the product.,other banks recommended customers are willing to buy and customer management confusion;why customer loyalty is an important reason is that customer relationship management is not in place.However,the rapid development of network technology in the increasingly fierce competition in the financial market,how to win customers,how to occupy each bank market,the largest share of the basic strategy,how to use customer relationship management(CRM)to optimize the positioning of customer groups,with advanced With the help of information technology tools to provide financial products and services to meet the needs of different customers to achieve a win-win customers and BANK,which is the Bank of China CIB branch of the most important goal?Customer relationship management optimization goal is to transform the bank-related business processes,making the bank's internal aspects:to carry out the establishment of the Bank's retail business personnel basic information,job access,stratification,personnel promotion and salary system management,standardized accounting manpower fixed Salary,performance pay,the head office reasonable control of the cost of retailers to provide a strong support.But also for the general branch of the retail business marketing assessment of the way,methods,summary of the retail line of business data to personnel as a unit to show performance.Provide simulation profits,economic capital costs and economic growth worth showing and index management,for the Bank's retail business assessment to provide data.In the external context:commercial banks through the optimization of customer relationship management,the ultimate goal is to improve the bank's business performance,more often choose the way for the creative services or products will be gradually introduced at.the same time,strengthen communication with customers and Exchange,thus affecting the daily behavior of customers,mining and training prices Value is relatively high customer.In addition,banks can also use the optimization of customer relationship management,the new vitality into the banking system?In the competition under the normal competition,the optimization.system of the CIB branch of Incdustrial Bank is not long,only a short two years or so,and I have been working here for eight years;but with the Chinese economy and innovation in the field of finance High-speed development,but also entered a mature track of development,and continue to optimize the core technology.Through CIB Industrial Bank research behavior,in the content of the detailed discussion of the customer relationship management system,in the process of describing the historical process,the management of customer development theory is improved.In the existing management system,the retail banking customer relationship The author puts forward the method of improving the management of the system retail bank customers and focuses on optimizing the existing customer relationship management system which is involved in the customer value management.In this paper,the author analyzes the existing customer relationship management system,Management of customer needs,the concept of management of customer size;to maintain on the basis of strengthening and improving customer relationships,the establishment of information management system;from customers and large data analysis as a starting point,the customer classification and breakdown,which is the bank can facilitate customers Information processing,is the basic needs of customers and products more supporting?At present,the CIB branch of Industrial Bank collects and collates the basic situation and the real problem encountered in the current bank according to the specific situation.What kind of behavior should the bank implement in the process of making the theory,so that the bank can clearly clarify the connotation of the theory And the extension,and pointed out that the use of differentiated and interactive management tools to manage,build cloud platform as a platform for information exchange,reform of the bank's previous organizational structure and marketing mechanism,because the banking industry is facing all sides of the pressure,With loyal customers and the ever-increasing level of core competitions,in order to be in front of the kind of competition handy.It was supposed an available way for the improvement of CRM system and the development of CIB branch by this research.Strengthen and improve the bank's customer relationship management status,Industrial Bank CIB branch will increase the competitiveness of the banking market and influence.In view of the concept of operation and the service platform,this paper puts forward the countermeasures,so as to minimize the various obstacles faced by the management customers.Through the research and analysis of the new bank CIB branch in the CRM system construction,the analysis of the status qua and the management of customer relations Ideas,and so on,trying to reveal its problems in customer relationship management optimization,and put forward their own suggestions and optimize the use?The main contents of this paper are as follows:firstly,this paper summarized the development of customer relationship management background,purpose and significance of customer relationship management,as well as the research methods and framework;secondly,the Industrial Bank CIB branch as the research object,the Industrial Bank CIB branch development,focus on the customer relationship management is explained;by using marketing analysis tools such as PEST analysis method,literature analysis method,statistical analysis method and technology environment,the Industrial Bank of CIB branch of the marketing environment,customers holding rate is analyzed,pointed out the importance of the Construction Bank CIB branch to strengthen customer relationship management:again found CIB branch of industrial bank customers the relationship between management problems,and to solve these problems,combined with the theory of philosophy,puts forward some suggestions and countermeasures?...