發(fā)布時間：2018-10-19 07:47

【摘要】：根據(jù)管理學(xué)著名的"二八定律",商業(yè)銀行的高端客戶占其客戶總量的20%,但提供的利潤卻占總利潤的80%�？梢钥闯�,高端客戶對銀行的生存和發(fā)展起著至關(guān)重要的作用。如何挖掘高端客戶、維護高端客戶資源等問題已經(jīng)影響到現(xiàn)代商業(yè)銀行能否在金融市場中立足,能否具有競爭力等方面。面對外資銀行的"入侵",如何留住自己原有的客戶資源,拓展新的客戶資源,讓高端客戶為自己創(chuàng)造更多的利潤等問題,是擺在國內(nèi)商業(yè)銀行面前急需解決的關(guān)鍵性問題。因而,探索有效高端客戶市場的途徑,并對高端客戶群體進行精心的客戶關(guān)系管理,是對商業(yè)銀行提高經(jīng)濟效益和持續(xù)發(fā)展能力具有重要的戰(zhàn)略意義。
[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.
【作者單位】： 中國農(nóng)業(yè)銀行股份有限公司山東省分行營業(yè)部個人金融部;
【分類號】：F832.33;F274

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