【正文】 on highend customers is the division of financial assets, quarterly average daily 100 10 million。 and those of all financial institutions to retain personal records of loan transactions, information is more detailed. Experience of developed countries shows that bank credit decisions based on credit, to a large extent, can alleviate the information asymmetry problem. Third, the stateowned mercial banks out of the retail banking business in the Universities Supermarket will be a worldrenowned office building in the channel next to the cash register, usually only half of the number of cash registers open access, when to the busy, the manager came out from the Office of the remainder of the cash register open channels cashier duties, such increased efficiency on the one hand, cost savings, but the real important thing is to save the customer39。 or by personal research to learn but the high cost of information search, worth the candle. These show that China has been implemented in the current realname system deposits, assets declaration system has not yet fully implemented, credit information system is almost blank background, the two sides of the transaction, Bank Residents is concerned, there is information asymmetry is almost a certainty . 2, information asymmetry has hampered China39。s marketing and service channels are not fully used up, a single marketing product. 4, brand missing. ICBC, the numerous variety of financial products, bank cards only have a dozen kinds of products much, but people know is that Peony credit card. Abstract slogan your side of the bank, reliable bank is very hard to understand, much less pleasant to experience. Than the Western countries, China39。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 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 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。但營(yíng)銷費(fèi)用的緊張，很難使 客戶關(guān)系維護(hù)工作躍上新的臺(tái)階。對(duì)私人銀行客戶劃分的標(biāo)準(zhǔn)是金融資產(chǎn) 季度日均 1000 萬(wàn)以上；對(duì)高端客戶的劃分是金融資產(chǎn)季度日均 100—— 1000 萬(wàn)；對(duì)中端客戶劃分的標(biāo)準(zhǔn)是金融資產(chǎn)季度日均 5—— 100 萬(wàn)、對(duì)潛力客戶劃分的標(biāo)準(zhǔn)是金融資產(chǎn)季度日均 5 萬(wàn)以上。 客戶關(guān)系管理的思考。但是在大堂環(huán)境的人性化設(shè)計(jì)、統(tǒng)一的企業(yè)標(biāo)識(shí)、業(yè)務(wù)素質(zhì)相對(duì)較高的大堂經(jīng)理建設(shè)上，都是各家銀行工作中亟待改進(jìn)的地方。 現(xiàn)在，各家銀行在營(yíng)銷渠道建設(shè)上對(duì)原有網(wǎng)點(diǎn)劃分出了如下幾種：金融便利店、一般理財(cái)網(wǎng)點(diǎn)、理財(cái)中心、財(cái)富管理中心等。對(duì)股市、債市等行 情把握；對(duì)國(guó)家產(chǎn)業(yè)調(diào)控政策對(duì)住房按揭、汽車按揭業(yè)務(wù)的影響；對(duì)國(guó)際市場(chǎng)匯率、利率波動(dòng)對(duì)銀行零售業(yè)務(wù)的影響等，都需要金融產(chǎn)品推介服務(wù)環(huán)節(jié)上有全面的知識(shí)儲(chǔ)備。 一是金融產(chǎn)品的推薦要體現(xiàn)出專業(yè)性。確定客戶經(jīng)理選配標(biāo)準(zhǔn)、實(shí)行公開選拔，末位淘汰制。這里面共涉及到四個(gè)環(huán)節(jié)：即客戶經(jīng)理、金融產(chǎn)品、營(yíng)銷渠道以及客戶個(gè)人，所以我們要從這四個(gè)環(huán)節(jié)入手，對(duì)銀行零售業(yè)務(wù)開展市場(chǎng)營(yíng)銷規(guī)劃。而品牌的標(biāo)示和 “ 口號(hào) ” 僅是你有效傳達(dá)這一切的形象化的 表現(xiàn)。反觀中國(guó)各大銀行的零售網(wǎng)點(diǎn)，我想大多數(shù)人都有在那里辛苦等待的痛苦體驗(yàn)和回憶。居民個(gè)人在同銀行、稅務(wù)、其它經(jīng)濟(jì)體進(jìn)行往來(lái) 時(shí)，是否老實(shí)守信將被征信系統(tǒng)作為信用數(shù)據(jù)匯入數(shù)據(jù)庫(kù)。為了規(guī)避壞賬風(fēng)險(xiǎn)，減少貸款損失的可能性，銀行在辦理個(gè)人銀行業(yè)務(wù)時(shí)制定了較嚴(yán)格的條款，對(duì)個(gè)人資產(chǎn)業(yè)務(wù)的拓展較為謹(jǐn)慎，對(duì)個(gè)人信貸客戶的審查較為細(xì)致。這些都表明，在當(dāng)前我國(guó)剛剛實(shí)行存款實(shí)名制、財(cái)產(chǎn)申報(bào)制度尚未全面實(shí)施、征信制度幾乎是空白的大背景下，對(duì)交易雙方 “ 銀行 居民 ” 而言，存在著信息不對(duì)稱幾乎是必然的。 二、征信制度欠發(fā)達(dá) 是銀行零售業(yè)務(wù)發(fā)展的主要制約因素 征信制度缺失導(dǎo)致 “ 銀行 居民 ” 的信息不對(duì)稱。抽象的宣傳口號(hào) “ 您身邊的銀行、可信賴的銀行 ” 更是令人不得其解，更不用說(shuō)令人愉悅的體驗(yàn)了。營(yíng)銷和服務(wù)渠道的單一體現(xiàn)在兩個(gè)方面：一是指同一產(chǎn)品的營(yíng)銷和服務(wù)渠道單一，零售銀行基本上依靠柜臺(tái)和ＡＴＭ營(yíng)銷 和服務(wù)，雖然電話和網(wǎng)上銀行處在發(fā)展之中，但是服務(wù)的繁瑣和功能的單一使得其應(yīng)用有限，但是工商銀行的網(wǎng)絡(luò)銀行是個(gè)例外，強(qiáng)大并且安全的服務(wù)使得其 “ 世界最佳網(wǎng)上銀行 ” 的稱號(hào)并不是浪得虛名。 ２、金融產(chǎn)品單一，缺乏可供用戶選擇的豐富產(chǎn)品。我國(guó)銀行業(yè)對(duì)零售銀行的認(rèn)識(shí)上存在著四個(gè)誤區(qū)： １、