本文選題：證券經(jīng)紀人　切入點：證券經(jīng)紀人制度　出處：《復(fù)旦大學(xué)》2012年碩士論文　論文類型：學(xué)位論文

【摘要】：目前我國的證券公司收入的主要來源于證券經(jīng)紀業(yè)務(wù),但隨著傭金價格戰(zhàn)的白熱化,證券公司的利潤有明顯下降之趨勢,為解決當務(wù)之急,各大券商紛紛開始尋找新的業(yè)務(wù)拓展模式。但是,任何的方式的業(yè)務(wù)拓展,都是基于一個良好的營銷團隊以及優(yōu)秀的營銷策略。自從國內(nèi)券商的經(jīng)營模式由坐商轉(zhuǎn)變?yōu)樾猩唐?誕生了經(jīng)紀人制度,也就是所謂的客戶經(jīng)理制度。而券商也只有擁有專業(yè)化的營銷能力才能將其服務(wù)和產(chǎn)品轉(zhuǎn)化為利潤,贏得良好的口碑,并取得競爭優(yōu)勢。 作為光大集團旗下的AA級券商,光大證券有逾百家營業(yè)部遍布全國。公司在全力拓展創(chuàng)新業(yè)務(wù)的同時,也非常注重證券營銷團隊的建設(shè),不斷摸索和尋求一套完善的經(jīng)紀人管理制度。 本論文首先以發(fā)達國家成熟的證券經(jīng)紀人制度為模范,介紹了國外證券證券經(jīng)紀人制度的起源以及發(fā)展情況,列舉了以美林證券的FC(投資顧問)制度和愛德華·瓊斯的IR(投資代表)制度為例的經(jīng)紀人制度的建立與實行,再結(jié)合實際情況,介紹了我國經(jīng)紀人制度的演化以及對現(xiàn)有經(jīng)紀人模式進行了歸類；然后以光大證券淮海中路營業(yè)部為研究對象,簡述了目前公司所實行的經(jīng)紀人制度,包括晉升淘汰考核、薪酬分配以及日常管理,分析其在發(fā)展過程中存在的問題,提出了導(dǎo)致問題產(chǎn)生的原因；最后,以加強對證券經(jīng)紀人的管理以及證券經(jīng)紀人的自我管理為目的,設(shè)計了一套適用于證券經(jīng)紀人的管理信息系統(tǒng),有助于營業(yè)部優(yōu)化證券經(jīng)紀人隊伍的建設(shè)
[Abstract]:At present, the income of securities companies in our country mainly comes from the securities brokerage business. However, with the intensification of the commission price war, the profits of the securities companies have an obvious downward trend. The major securities firms have begun to look for new business development models. However, any way of business expansion is based on a good marketing team and excellent marketing strategy. The broker system, that is, the so-called account manager system, was born, and the securities companies only have the specialized marketing ability to transform their services and products into profits, win good reputation and gain the competitive advantage. As an AA class brokerage owned by Everbright Group, Everbright Securities has more than 100 business offices throughout the country. While the company is fully expanding its innovative business, it also attaches great importance to the construction of a securities marketing team. Continue to explore and seek a set of perfect broker management system. This paper first introduces the origin and development of foreign securities broker system, taking the mature securities broker system in developed countries as a model. The establishment and implementation of the brokerage system, taking Merrill Lynch's FCadvisory system and Edwards Jones's IRR system as examples, was cited, and combined with the actual situation. This paper introduces the evolution of our country's broker system and classifies the existing broker mode, and then taking the Huaihai Central Road Business Department of Everbright Securities as the research object, briefly introduces the broker system, including promotion and elimination examination, which has been carried out in the company at present. Salary distribution and daily management, analysis of the problems in the process of development, put forward the causes of the problem; finally, to strengthen the management of securities brokers and securities brokers' self-management as the purpose, This paper designs a set of management information system suitable for securities brokers, which is helpful to optimize the construction of securities broker team in business department.
【學(xué)位授予單位】：復(fù)旦大學(xué)
【學(xué)位級別】：碩士
【學(xué)位授予年份】：2012
【分類號】：F832.51

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