The Research On The Customer Classification Management Of Beijing GK Securities Company

With the growing of the securities markets and the severe market competition,the securities companies are transferring from the channel provider agents of trading brokerage business to the integrated service providers centering on customers.In order to promote the quality and efficiency of customer service,giving the customers instant feedback,it is more and more important for the securities companies to provide the personalized service centered on customers which based on the CRM.The customers are the base and resources of an enterprise's.How to identify the profitability and to take effective management is the key problem discussed in this paper.Based on the Beijing GK securities company as the research object,the behavior of the customers was compared and analyzed according the theory of CRM,Customer Value,Market Segmentation,the customers were subdivided,and the corresponding proposal was given out,providing services to the right customers,adopting corresponding policies to take care of the customers who made a great contribution and developing the customers with low contribution value to the customers with high contribution value.Then,the corresponding countermeasures were put forward to,which has reference value to how to improve Beijing GK securities company customer classification management.Looking ahead,customer classification is neither a simple arithmetic formula nor a template that can be resolved;the customer class will change along with the internal and external conditions.To establish a scientific dynamic system of the customer classification management will help enterprises analyze customer difference,identify the customer value timely and effectively and make more targeted marketing and services activities.