Customer Relationship Management Study Of Xi'an Office Shanxi Securities CO.,LTD.

Securities investment has become an important focus in Economic life with the establishment of China's securities market.In a strong homogeneous brokerage business environment,customer relationships have become the core value of securities brokerage companies.How to implement effective customer relationship management will affect the fate of securities brokerage companies.CRM is not only a management philosophy,and also a skill of management.Based on current China's securities situation,with the relevant CRM theoretical basis and some foreign brokerage experiences,this paper digs out the issues that domestic brokerages faces,and point out that the fundamental way to make the China's brokerage business transformation that the fundamental way---CRM.Through the analysis on several years business statistics and customer survey datas on xi'an office of shanxi Securities CO.,LTD.,using OTSM tools,I conclude the main problems of Xi'an office.Based on that,get the strategy for Xi'an office,and"Customer-centric" analysis,and customer data mining,And also improve CRM system solution at Xi'an office with integration of CRM objectives,business process flow,risk management...Hope to improve the financial result for Xi'an office and have some good reference for other types of broker.That should be a continuous optimization process that requires constant adjustment and improvement.The implementation results and earnings needs to be evaluated in the following studies.