论文标题:交通银行长春分行客户经理制的绩效考核问题研究
A Study on Performance Appraisal of Account Manager System in Changchun Branch of Communication Bank
论文作者 王永梅
论文导师 刘金全,论文学位 硕士,论文专业 工商管理
论文单位 吉林大学,点击次数 119,论文页数 60页File Size480k
2005-04-30论文网 http://www.lw23.com/lunwen_747719692/ 商业银行;客户经理制;绩效考核
Cylinder Block Project;Factors of project product;Market prediction;Competitors
客户经理制是现代银行经营中广泛采取的有效管理方式和经营方式,它具有扎实和广泛的制度基础和市场基础。客户经理制已经是西方国家商业银行在市场经济体制条件下广泛和普遍采用的管理和经营模式。本文针对交通银行长春市分行实行客户经理制的实践过程,我们以客户经理制的绩效考核为出发点,首先论述和分析客户经理的基本职责、基本要求和管理模式,着重强调了实行客户经理制的必然性和它对银行效率的提高程度;其次,我们分析了客户经理制进行业绩考核和绩效评估的目的和原则,以及它对提高银行经营效率的作用机制,并系统地论述了客户经理绩效评估的内容和操作程序;最后,做为具体的案例分析,在客户经理制绩效考核的基础上,我们论述了交通银行长春分行实行客户经理制所存在的一些问题,并提出一些有效的改进措施和对策建议。
The system of client manager is the formal framework in establishing the firm’srepresentations and doing marketing for commercial banks. It is the result of development ofwestern banks in market economy. In facing the challenge of international financial market anddeveloping China’s banks, it is imperil to employ the client manager in China’s commercialbanks.1. The foundation of system of client manager in China’s commercial banks(1) The history of system of client manager in western countriesThe original of system of client manager is the special service person designedfor the important client in western developed countries. At the middle of 1980’s,the systems of client manager were imployed by Flag Bank, American Bank. Theseframeworks stood for the new marketing mechanism for modern commercial bank.The meanings of adapting the client manager are as follows: (1) It could satisfythe special requirement of individual, focus on the good quality of service. (2) It ishelpful to redistribute the economic resource. (3) It is useful to develop humanresource, train the expertise for commercial banks.(2) The practice of system of client manager in China’s economyUnder the condition of our socialism market economy, applying system of bankto pool social funds awfully promotes the development of our economy.Commercial banks are very important for controlling inflation, activating socialdemands, hastening economy development. The main aims that push a system ofclient manager propitious to characteristic of China’s commercial banks are: 1. toestablish the management system and function mechanism which is“market-oriented and client-centered”; 2. to establish perfect management systemof client manager; 3. to improve the training mechanism of the groups of clientmanager; 4. to institute the rational assessing system of client manager andincentive mechanism.Now, the savings of urban personal deposits in China reach about six trillions, sothe sources of bank funds are in full to establish essential market conditions forpractice of system of client manager. Market mechanisms, therefore, require that: 1.furious competition is the inevitable choice that commercial banks implement thesystem of client manager; 2. the diversity of client demands is the catalyst ofsystem development of client manager. 3. the practice of system of client manageris the requirement of management democratization of China’s commercial banks; 4.the rapid development of IT provides technological platform for client managers.2. The management mode of system of client manager in ChangchunBranch of Bank of CommunicationsThe basic responsibilities of client managers of commercial banks mainlyinclude: (1) the responsibility of marketing. The aim is to broaden client groups andto establish stable and well-knit client foundation, mostly including of analyzingmarket, searching and touching clients, collecting and transferring information, andmaintaining the clients’responsibility; (2) setting up relationship with clients.According to different demands of clients, they make to order the financialproducts, carry on the after-sale services and monitor dynamically to the customers;(3) the responsibility for guaranteeing credit assets" security. On the premise ofguaranteeing fund security, they pursue the maximization of benefit; (4) the duty ofdoing the connection needle well. By the way, they connect positively betweenbanks and clients, on the one hand to feedback clients" requisition for bank torelevant departments in time, on the other hand to explain patiently to the clientswhen the demands can not meet for the moment.The basic requires of client manager of commercial banks mostly include: (1)client managers of the bank are bearing the heavy responsibilities of expanding themarket, servicing the clients and constructing the bridge between the bank andclient, and they should organize and implement the marketing tactics of the bank.They must possess corresponding morality quality, psychological quality, and alsopossess and master such comprehens
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