银行作为市场主体,其经营目标是实现利润的最大化,但同时也需要加强市场营销策略分析。在外资银行的竞争压力下,国内的商业银行急切地需要树立客户关系管理的战略,建立一种科学管理和长期稳定客户关系,更深更广地挖掘潜在客户资源的经济效益,理应大力开展以客户的需求为中心的营销策略,实现客户与银行的彼此双赢,对此进行客户关系管理的探析。针对客户关系管理的定义,众说纷纭,其最基本的理念是通过有效地信息交流和沟通,了解并影响客户行为,提高客户的忠 As the main body of the market, banks aim to maximize profits while at the same time they need to strengthen their marketing strategy analysis. Under the competitive pressures of foreign banks, domestic commercial banks urgently need to establish a strategy of customer relationship management, establish a scientific management and long-term and stable customer relationships, and tap the economic benefits of potential customers’ resources more deeply and extensively. The demand for the center of the marketing strategy to achieve mutual win-win customers and banks, on this customer relationship management analysis. For the definition of customer relationship management, different opinions, the most basic idea is that through effective information exchange and communication, to understand and influence customer behavior, improve customer loyalty