Loan sales should still be easy to do. Loan sales are equivalent to loan officers, that is, salesmen who specialize in lending. This job is easy to do, after all, banks hold funds, and now many small and medium-sized enterprises are short of money; It's hard to say. It's hard to do. You put the money out, and it is the last word to get it back. Otherwise, if you lose the principal for a little interest, it will be a big loss. So it is difficult to find a suitable credit customer. The salary of the credit account manager is linked to the loan interest. If the loan can't be collected, it will be miserable. The survival salary will be paid and the rest of the reward performance will be deducted. 10000 yuan or more may be done well, but it is difficult to make a difference at 2000 points.
：
Earn industry sales:
1, Internet marketing industry, the rise and development of the Internet in China has made the online sales in China reach an unprecedented level and height. Look at Taobao's daily sales breakthrough of 1000 billion, and you can see the power of online sales, which is unmatched by ordinary practices. However, this kind of online sales needs innovative thinking in the new era and new media, rather than sticking to the original traditional model.
2. In fact, "5G" is a hot word on the Internet in recent two years. Almost everyone has heard of it, but it seems to have little to do with their own lives. In fact, in recent years, it has been the "peak period" for the development of the 5G industry. At present, China, as the "leader" of the development of the 5G industry, still has a long way to go.
3. Health insurance industry. With the change of population structure and the improvement of living standards, there will be more and more elderly people, and the public will pay more and more attention to the life of providing for the aged, so this sales industry will have more and more prospects.
4. Tourism health industry sales. With the development of social economy, people pay more and more attention to spiritual enjoyment, so tourism has become a way for everyone to yearn for freedom. Then the industry of healthy travel and healthy tourism has also flourished in recent years, so if this industry is recommended to demanders, it will become the highlight of sales.
A good method of loan marketing
The first is to choose customers. Choosing a loan customer means choosing the market and opening up the market, mainly from: 1. The customer's industry. When choosing customers, we should pay attention to the prospect of their industry and tend to cultivate developing enterprises. The second is the customer's own situation and loan purpose. Whether the loan can be recovered as scheduled will be decided according to the customer's credit status, credit history and personal morality.
To complete the understanding of customers and projects, our account managers should do the following: first, interview, that is, effectively identify customers, understand the real use of loans, investigate the borrower's credit status and repayment ability, ensure the authenticity of loans, and effectively prevent loan risks. The second is credit investigation, that is, the customer's credit status, to determine whether the customer's loan application conforms to the credit policy of rural commercial banks. Credit evaluation usually adopts five criteria: personal morality, repayment ability, capital situation, business environment and guarantee situation. Third, financial analysis, including the accounting statements and other relevant materials of the enterprise, analyzes and evaluates the past and present profitability, operating conditions, solvency and growth ability of the enterprise from the aspects of financing, investment, operation and distribution.
The second is to cultivate customers. From the management point of view, we are more inclined to cultivate potential long-term partners. To be an excellent account manager, you should not only be an investment and financial adviser to customers, but also be a right-hand man to customers. You should also be a "think tank" for clients' career growth and know all aspects of their life, work and career.
The third is innovative products. From the marketing point of view, loans need new products constantly, but the variety of loan products is relatively stable, but this does not prevent us from flexibly arranging loans according to customers' needs, or even tailoring loans for customers; Appropriate loan structure arrangement is no less than creating new loan varieties, which is very important for loan customers to repay loans on time.
The fourth is overall management. From the business content, in addition to creating new loan varieties for customers, making them more suitable for customers' needs, it also provides a good opportunity to create more business opportunities in the process of loan negotiation with customers. In today's increasingly competitive financial services market, it is very important to cross-sell other banking products and services. For example, customers need to use corporate online banking, personal online banking and mobile banking for remittance. If loan customers promote their products, they can promote them on our online banking merchant platform, and tap the upstream and downstream customers of loan customers, which may create a new customer.
How to do credit business well
Credit business, also known as credit assets or loan business, is the most important asset business of commercial banks. Credit is the main means of profit for commercial banks, because it can recover the principal and interest by lending, and make a profit after deducting the cost. Below I will solve the problem of doing a good job in credit business for you, hoping to help you.
How to do credit business well
First, the necessity of implementing marketing
Its nature, characteristics and market positioning determine that it must be marketed. For example, the financial environment has changed rapidly, and no new marketing consciousness has really been formed. Its outstanding performances are as follows: First, the service inertia formed by the financial market still exists, the business philosophy is self-oriented, and it is used to doing things according to the tasks and plans issued by superiors, and it does not pay attention to changing ideas in time and keeping a correct position. The phenomenon of "unable to get in, ugly and difficult to do things" is more common. Secondly, the thought of complacency and complacency is serious. Waiting for customers to come, lacking pioneering consciousness, passive marketing, not paying attention to customer analysis, not knowing how to lend, unwilling to lend, afraid of taking responsibility, afraid of taking risks, afraid of being punished, lending to the rich without lending to the poor, lending well without lending badly, and helping the strong without helping the weak. Weak marketing consciousness and backward marketing concept make it difficult to meet the requirements of market changes, which has become an important reason for restricting the development of marketing work and improving market competitiveness and profitability. (The following can be played by frame)
Second, according to the changing requirements of the financial system, marketing must be implemented. Third, the advantages that marketing can bring into play. Second, the status quo of marketing
First, the deviation of marketing concept, marketing environment and market positioning
Fourth, the innovation of marketing methods and the quality of marketing personnel.
Third, the choice of marketing strategy.
First, establish a correct marketing concept.
The second is the marketing environment construction strategy, the third is the market segmentation and positioning strategy, and the fourth is the marketing talent strategy.
Fifth, the timely implementation of relationship marketing.
Fourth, we should carry out relationship marketing from the following aspects.
First, pay attention to customer service satisfaction.
Second, actively and steadily carry out the work of account manager.
Third, advocate all-staff marketing.
Fourth, establish the restraint and incentive mechanism of marketing.
(1), establish a marketing responsibility mechanism.
(2) Develop marketing incentive and reward system.
Types of loans for credit business
According to different loan subjects, loans can be divided into self-operated loans, entrusted loans and special loans. Among them, entrusted loan means that the client provides funds, and the bank, as the trustee, handles the loan formalities according to the object, purpose, amount, term and interest rate specified by the client, and only charges the handling fee and does not bear the loan risk. Specific loans refer to loans granted by wholly state-owned banks with the approval of the State Council after taking corresponding remedial measures for the losses that may be caused by loans.
(2) According to the borrower's credit, loans can also be divided into credit loans, secured loans (secured loans, mortgage loans,), bill discount and other types.
According to the different purposes of loans, they can be divided into working capital loans, fixed assets loans, industrial loans, agricultural loans, consumer loans and commercial loans. No matter what kind of loan, all borrowers should provide guarantee, except those who are examined, evaluated and confirmed by the lender to have good credit standing and can repay the loan.
Credit business loan contract
A contract is an agreement that clarifies the rights and obligations of all parties. A loan contract is an agreement between a bank and a borrower to provide funds for the borrower's use, and the borrower will use the funds according to the agreed purpose and repay the principal and interest on schedule. The loan contract is the legal basis for determining the rights and obligations of banks and borrowers. Its main contents include: loan type, loan purpose, amount, interest, term, repayment fund source and repayment method, guarantee terms, liability for breach of contract and other terms agreed by both parties. The content of the loan contract is equivalent to the law between the parties. Any party who violates any of these terms shall constitute a breach of contract and shall bear corresponding liabilities for breach of contract.
How to do loan marketing well
First, make clear which market to develop, and then find out where this market is in your area, so that you can systematically publicize and develop and occupy this fast market more quickly.
Secondly, credit staff should have strong professional knowledge and business skills, and colleagues who solve customer problems should be able to promote our loan projects according to the actual situation of customers.
Thirdly, as an excellent credit worker, we need not only good professional knowledge, but also rich relevant knowledge, which requires us to "know ourselves and ourselves" and make our relationship with customers closer.
Fourth, credit personnel must have comprehensive analytical ability, so that credit evaluation and decision-making can be based on scientific, reliable, safe and basic conditions, and the loan risk can be minimized.
Finally, loan officers should have a deep foundation in the superficial ability of language and writing. Otherwise, it will directly affect the image and service quality of loan officers. This requires that the loan officer must have a series of positive, effective and strict organization and coordination, be good at coordination, be humble and impatient, be rude and informal, and fully display the good image of himself and the Postal Savings Bank.
Ways to find customers:
Find some effective phone numbers through your own channels, make strange phone calls, conduct telemarketing, and introduce yourself as a lender by phone. Pay attention to polite language when making a phone call, and don't disturb others when they are resting.
Send messages in groups by mobile phone, edit short messages in advance for your business, send them to others in groups, and spread the net widely.
Go to the street, go to crowded places, and send out your company's publicity pages. Remember to leave your phone number on it. Remove the company number so that others can contact you directly if they need it.
By going to some office buildings, office buildings, residential quarters and other places, we will promote our business by sweeping the buildings.
Start the circle of friends and classmates around you and let them introduce you. If you succeed, you can give some benefits to your friends and classmates, please eat and so on. In your own way.
Cooperate with classmates from other companies. For example, if a person doesn't have enough money to borrow from other companies, he can go to his own company to refinance through the introduction of fellow salesmen, and then return the commission to the introducer.
Promote business through self-media promotion, such as Weibo, WeChat, QQ Space, QQ and other channels.
The other is to serve the well-developed customers and make secondary sales in the future.
Is loan sales easy to do?
Loan sales should still be easy to do. Loan sales are equivalent to loan officers, that is, salesmen who specialize in lending. This job is easy to do, after all, banks hold funds, and now many small and medium-sized enterprises are short of money; It's hard to say. It's hard to do. You put the money out, and it is the last word to get it back. Otherwise, if you lose the principal for a little interest, it will be a big loss. So it is difficult to find a suitable credit customer. The salary of the credit account manager is linked to the loan interest. If the loan can't be collected, it will be miserable. The survival salary will be paid and the rest of the reward performance will be deducted. 10000 yuan or more may be done well, but it is difficult to make a difference at 2000 points.
：
Earn industry sales:
1, Internet marketing industry, the rise and development of the Internet in China has made the online sales in China reach an unprecedented level and height. Look at Taobao's daily sales breakthrough of 1000 billion, and you can see the power of online sales, which is unmatched by ordinary practices. However, this kind of online sales needs innovative thinking in the new era and new media, rather than sticking to the original traditional model.
2. In fact, "5G" is a hot word on the Internet in recent two years. Almost everyone has heard of it, but it seems to have little to do with their own lives. In fact, in recent years, it has been the "peak period" for the development of the 5G industry. At present, China, as the "leader" of the development of the 5G industry, still has a long way to go.
3. Health insurance industry. With the change of population structure and the improvement of living standards, there will be more and more elderly people, and the public will pay more and more attention to the life of providing for the aged, so this sales industry will have more and more prospects.
4. Tourism health industry sales. With the development of social economy, people pay more and more attention to spiritual enjoyment, so tourism has become a way for everyone to yearn for freedom. Then the industry of healthy travel and healthy tourism has also flourished in recent years, so if this industry is recommended to demanders, it will become the highlight of sales.
How to market CCB merchants?
The marketing method of CCB Ye Yun loan is:
First, based on the tobacco customer network, seize the product characteristics, screen qualified tobacco customers, introduce products and visit.
Second, through public-private linkage and collaborative arrangement, it was found that Lao Yang, a basic tobacco farmer, had a large demand for loan funds and had difficulty in turnover, so he took the initiative to come to the door, connect with customers and recommend loan business to them. Sure enough, the fast and convenient "Shangye Cloud Loan" immediately aroused the curiosity of customers. After on-site communication, the customer immediately decided to deal with it.