【正文】 核心內(nèi)容，目前各家商業(yè)銀行，對公司客戶關系維護十分重視，對個人客戶關系維護卻缺乏相應的重視，尤其是對大量優(yōu)質(zhì)的個人客戶資源缺乏有效管理。沒有建立規(guī)范化的個人優(yōu)質(zhì)客戶檔案管理系統(tǒng)。就工行來說，他對私人銀行客戶提出的口號是：定位中端、競爭高端、培育潛力。對私人銀行客戶劃分的標準是金融資產(chǎn) 季度日均 1000 萬以上；對高端客戶的劃分是金融資產(chǎn)季度日均 100—— 1000 萬；對中端客戶劃分的標準是金融資產(chǎn)季度日均 5—— 100 萬、對潛力客戶劃分的標準是金融資產(chǎn)季度日均 5 萬以上。這個僅以存款額度來衡量的對個人客戶市場的劃分還顯十分粗淺，沒有客戶成長的價值分析，對什么樣的客戶該由什么水平的客戶經(jīng)理去維護、提供什么樣的產(chǎn)品，還缺乏標準化的操作模式。還停留在公共營銷階段?，F(xiàn)在，有條件的銀行，已經(jīng)通過多種管道開展客戶關系維護工作，如開展 “ 理財講座 ” ，高端客戶茶話會，短信節(jié)日送祝福等活動。但營銷費用的緊張，很難使 客戶關系維護工作躍上新的臺階。國有四大商業(yè)銀行具有雄厚的實力，可以嘗試將金融服務擴展到理財以外的其它領域，比如在客戶內(nèi)部圍繞一些主題，組織不同形式的俱樂部，例如 “ 游泳俱樂部 ” 、 “ 羽毛球俱樂部 ” 以及 “ 自行車俱樂部 ” 等，通過俱樂部活動，將客戶更緊密地聯(lián)系起來。 翻譯： Stateowned mercial banks to create the first of retail banks Retail banking refers to the mercial banks use modern management theory, relying on hightech Shouduan, to individuals, families and small and medium enterprises integration offered, integrated financial services, includes deposit loans, settlement, exchange, investment and wealth management business. Retail banking business is not short for a particular business, but the general term for many businesses. It has a wide range of business areas, both the traditional banking business, may also be new business。 both business asset may also be a liability business and intermediate business, it can be online banking and so on. In the West, retail banking is the most important source of profit for mercial banks. China39。s retail banking business is currently facing great development of the situation. The current development of the retail banking business is the main obstacle faced by banks within the body perfect, the market operation mechanism is not perfect and imperfect credit laws and regulations. As China39。s financial industry to enhance international level, as China39。s domestic demandled economic growth model of the mature, doubling national wealth, our mercial banking business the focus has moved from production services to consumer services, in the highend consumer are being an important source of bank asset growth, the source of profits in the form of banks increasing share of possession. Therefore, how to further speed up China39。s mercial banks to retail banking business, the financial sector has bee the major theoretical and practical issues. 1, the development of retail banking in China and problems of In recent years, China39。s banking industry clearly the retail banking as one of the main strategic directions on the agenda, the bank is proposed to create the first retail banks of the strategic goals and developed a detailed strategic plan. Agricultural Bank of China to the retail business market transformation as the focus of share reform, the Bank of China Royal Bank of Scotland main attack in hand of private banking and wealth management business, China Construction Bank to strengthen the SME loans as an opportunity to accelerate the construction of retail banking. In view of the retail banking business in 2020 on the contribution of bank performance, into 2020 years, the main attack force the banks have made the retail banking business, petition in China39。s banking industry officially entered the era of close bat. But behind the rapid development of retail banking, we see China39。s retail banking from mercial banking wholesale backward from the various risks emerged from the womb, and especially in marketing, is not a priority for many banks and retail customers, but the credit and risks. In addition, they and customer contacts are usually transactional, and therefore, banks tend to focus on trading efficiency, rather than service and sales. China39。s banking industry understanding of the retail banking there are four errors: 1, can not be scientific and reasonable customer segments, customer can not provide differentiated products and services, customer management loose. Stateowned mercial bank39。s retail banking business is still in the stage of mass marketing, thus causing the high cost of product marketing. Evolved from a mercial bank management model does not meet the needs of the retail business. Can bring different profits for clients of the differentiation strategy is adopted, the difference of the service and other issues, there is no effective management maintenance system, the lack of matching of the operation and management agency. 2, a single financial product, the lack of products to choose from the rich. Swarm agent funds from last year to this year39。s difficult market sit