证券公司实践报告(八篇)
随着个人素质的提升,报告使用的频率越来越高,我们在写报告的时候要注意逻辑的合理性。那么我们该如何写一篇较为完美的报告呢?下面是小编帮大家整理的最新报告范文,仅供参考,希望能够帮助到大家。
证券公司实践报告篇一
一天早上7点左右,我收到国泰君安的短信,让我下午去友谊宾馆的会客厅参加面试。进了会客厅,已经看到十几个人到了,找个位子坐下来,就开始和周围的人聊。其中有一个是北大的环境学硕士,应聘的职位竟然和我一样。还有一个清华的法学女硕士,应聘的是和法律相关的职位。还有一个是清华的物理学硕士,虽然他没有什么商科背景,但我还是很看好他。因为金融机构喜欢招有理工科背景的人,他们认为这些人接受过严谨的思维训练,分析资本市场会更加科学、严谨,这就是为什么华尔街金融机构喜欢招火箭科学家
我们那一组有五个人,三男二女。其中有一个人学习成绩特别好,是北京大学化学系的本科生,在一百多人里排名十几位,gdp达到3.6以上。他成绩虽然不错,但性格稍微有点内向,属于上自习被较多,但参加活动比较少的那种好学生。唉!我要是有着成绩就申请投行咨询了。
由于我平时注意浏览财经信息,所以对那两个面试官的提问应付自如。在被问及为什么选国泰君安时,我通过工行在上交所的上市把它吹捧了一顿。那个女面试官,说有一个保本型基金,让我推销出去,我打算怎么办。我说,首先我要向基金的研发人员咨询该基金的特点,它的目标客户,然后通过在各大城市举行基金普及讲座吸引潜在客户的,对于潜在客户的教育非常重要......
感觉自己是五个人里面表现最好的,如果是五选一的话,也应该有我。更何况面试的时候,有很多人都没有来,所以比较有戏。果然不出我所料,在晚上11点左右,我收到国泰君安的短信,让我明天早上10点参加在北大三教的笔试。
北大三教比较破旧,似乎专门为学生上自习,或考试准备的。上一次来三教还是大二上学期,考托业,由于当时连四级都没有考,所以准备的并不充分,只考了810分。托业的满分是990分,对于外校的学生这个成绩也许能说得过去,但对于外经贸的学生,这根本拿不出手。那次报名我们学校考得最高的是970分,和她比,我只是小罗罗。
这次参加笔试的有160人左右,其中有四分之一来自北大和清华,另外四分之一来自人大,其余的有中财、南开、政法和外经贸组成。虽然职位是前台销售人员,但试卷难度很大,前几道题都是考数字和逻辑的。我的数学一向不好,自从高考过后,也没有进行过类似的训练,所以只能把重点压在汉译英、简答和案例讨论上。
其中下的功夫最大的是案例讨论,案例有三段话组成,分别讨论三个话题。第一个是高盛集团研发部主管吉姆·奥尼尔发表的关于“金砖四国”(bric,brazil,russia,india,china)的研究报告,第二个是渣打银行最近的投资情况,第三个是人民币汇率最近的走势。在这个案例分析中,我引经据典,数据和言论都有这明确的出处。就连渣打银行中国区总裁曾璟旋的哥哥是曾荫权这样的八卦消息都写了出来。我相信这些内容足以弥补我数学和逻辑题的不足。
回到宿舍就等最后一轮的面试通知,结果到了晚上12点,都没有消息。看来我是被拒了,毕竟在数学上无法和清华北大的人比。就在我入睡以后,同寝室的一个考研的把我叫起来,说国泰君安让你去面试了。由于他要复习,所以睡得比较晚,我打开手机一看,果然是这样。看一下时间,已经一点多了。
第三轮面试是在天鸿科园大酒店,距离国泰君安知春路营业部很近。我是一点半那场的,所以就在三楼的大厅里等。同来的还有很多南开的同学,他们一行将近十人了,而外经贸的只有我一个,孤军奋战,不免感到孤单。在这个酒店面试的不仅有前台销售人员的应聘者,也有研发,法律,it,区域经理等面向研究生开放的职位。
在下午1:40左右,我和其他两位同学被一位小姐带到一个房间门口,我是第一个,他们俩在房间外等待。进去房间后,有一个长桌子,桌子对面有三个人。中间那个估计是一个总裁级人物,40多岁,给人一种很可靠的感觉。在他的右边有一个男的,30岁左右,张得比较帅,估计是营销部门的一个经理吧。还有那位带我进去的小姐,长得很漂亮,坐在左边记录。
面试管简单地问了我的经历,对前台销售人员岗位的认识,为什么应聘这个职位,自己有哪些特长,以及买基金和买保险的区别......在回答完这些问题后,老总旁边的那位男性问我有没有谈过恋爱?他告诉我这个问题我可以选择不回答。但我是一个求职者,没有选择的权利,为了表示我的真诚,我如实地告诉了他们那段悲惨的感情经历。最后,老总问我为什么不去上海,我说,自己已经在北京学习生活了四年,对于这个城市也相对比较熟悉,如果在这个城市从事金融产品的销售更有优势,也能为公司创造更多的价值。我的回答被旁边那位经理反驳了。他说得没错,虽然我在这呆了四年,但范围仅仅是局限在校园里,对于人际关系和社会经验并没有太多的积累。而且上海是中国的金融中心,又是公司总部所在地,去那里,会更有前途。
但最后我还是坚持留在了北京,因为对这里熟悉,因为同学也大多选择留在这里,因为在这是中国的政治中心。目前在中国政治的地位要比经济更重要。前台销售人员在全国范围内招1000人,但国泰君安的业务网点主要集中在上海和广州这些沿海城市,在北京只有4个营业部,而且地理位置相对偏僻,不在建国门和金融街上。估计北京要的人不会很多吧,顶多100多人,如果这次被国泰君安鄙视,也能怪我没有选择上海了。
证券公司实践报告篇二
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证券公司实践报告篇三
xxxx有限责任公司前身为成立于1990年的江西省证券公司。20xx年7月,经中国证监会批准,公司增资扩股并更名为"xxxx有限责任公司",注册地址迁至广东省深圳市。多年来,公司逐步发展成为以深圳为总部、以江西为重点业务区域,业务网络覆盖北京、上海、广东、江苏、湖南、云南等地的全国性专业证券公司,目前注册资本为10、05亿元人民币,在全国15个大中城市拥有23家证券营业部,在北京、南昌设有办事处。 公司的经营范围包括:证券经纪;证券投资咨询;与证券交易、证券投资活动有关的财务顾问;证券承销与保荐;证券自营;证券资产管理;证券投资基金代销。公司以雄厚的资金实力、一流的人才队伍、丰富的专业经验、稳健的经营作风为广大投资者和机构客户提供全方位的专业证券服务。
历经多年的发展,公司培养和造就了一支高素质的骨干员工队伍,公司现有员工近1595人。
面对全球化背景下资本市场的机遇与挑战,公司坚持"合规经营、稳健发展"的经营思想,不断改革创新,努力提升公司的核心竞争力,为建设和谐社会、促进证券市场健康发展贡献新的力量。
(一)了解世纪证券概况
1、世纪证券的发展历程及其在中国证券业中的地位
2、了解并领悟世纪证券的企业文化
3、威海路营业部的内部设臵,下设客服部、清算部、财务部、电脑部四个部门。客户部的工作包括接待客户,提供咨询服务;清算部工作包括柜台业务及其产生的相关客户资料管理,营业部每天发生的资金、股票进出清算;财务部负责会计核算;电脑部则负责管理和维护数据。
(二)具体实习内容
1、我被安排在客服部工作。主要就是负责客户的开发与维护。这个工作看起来很简单,其实对于我们这些刚进入社会的大学生来说,由于社会经验的匮乏,在实际工作中也有许多困难。
2、我每天早晨8:30上班,刚到公司后,我会把办公室的卫生工作简单打扫一下,虽然这不是我的职责,但是我觉得新人多做点事情总是好的。
3、每天做完杂物后,我会打开电脑浏览一下早间的财经资讯,然后进入公司内部的notes,浏览一下里面的通知已经证券分析报告,为自己专业知识的做积累。
4、一般从9点开始接待客户,提供简单的咨询服务,和客户进行沟通。经过培训和多天的观察学习,我们可以根据我们的知识对客户的有关意见、相对简单的问题进行处理。不过大多数时候,我们还是要看客户部王经理如何处理一些问题,学习怎样和客户交流,并了解客户的需求。
5、柜台服务。客户需要在柜台办理各种业务,如开户,转托管,撤消指定交易,变更客户资料和银证通及银证转帐的开通和取消等等。开户是证券公司最一般也是最基础的业务,因此对于开户流程,手续进行了详细的了解。对柜台业务有了一定的了解后,我们可以指导客户填写办理各种业务的表单并复印身份证,银行卡及股东代码卡等,以提高工作效率。
6、提高专业素养。在实习之前我就有过一年的炒股经验,并且有证券从业资格证。在实习期间,我更加关注股市的运行和对股民心理的揣摩,并对一些个股运用各种指标进行了分析和讨论,把所学的相关知识又回顾了一遍,熟练并且能充分的操作股票行情及分析软件,学到了一些新的知识。
7、整理客户资料。客户资料包括开户申请书、开户合同书、银证通申请书、客户资料变更表,及客户身份证、银行卡、股东代码卡复印件等。所做的相关工作大致包括以下三个方面内容:
①把当天业务所产生的各项单据、表扫描到各个业务科目目录下,然后统一发往总部。
②理清相关的客户资料,按顺序装入客户档案,这一工作在档案室完成。
③对于上交所和深交所打回来的有问题的开户申请书的电子档案,进行核查和整理,然后再重新扫描反馈回去。
在一个月的时间里,我从对证券业一无所知,到初窥门径,其中学习了很多,人也更加成熟。在这里的实习生活,让我学着开始面对社会,让我对证券专业知识有了兴趣,相信在以后的学习生活中,我会开始关注留意股市行情,关心各种新鲜金融政策,用全新的视角观察周围的新闻动态,既不会盲目入市,更加不会放过每一个能够创造稳定收益的投资机会。
带我们的郑老师让我们参加每周二、四下午的fc会议,在fc会议上,大家会对近期的空方及多方消息进行讨论、总结。并根据这些消息,预测股市的未来走向。会议上,老师们还会推荐几支股票,并从专业的角度为大家分析这些个股。每次会议都是一个难得的学习机会,并收获了许多专业知识:
空方:对后市不乐观,正在卖出股票的投资者。 多方:对后市乐观,正在买入股票的投资者。
建仓:一般是指大的投资者分阶段、 分价位有计划地大量购入股票。
主力基金:是持有指某股票数量最大的基金公司或基金公司联名,他们的买卖决定,自然就成为主力了。
主力资金:空方或多方较有代表的机构或公司。
跳空:指受强烈利多或利空消息刺激,股价开始大幅度跳动。跳空通常在股价大变动的开始或结束前出现。
打压:是用非常方法,将股价大幅度压低。通常大户在打压之后便大量买进以取暴利。 洗盘:做手为达到炒作目的,必须于途中让低价买进,且意志不坚的轿客下轿,以减轻上档压力,同时让持股者的平均价位升高,以利于施行养、套、杀的手段。
k线:这种图表源处于日本德川幕府时代(1603~1867年),被当时日本米市的商人用来记录米市的行情与价格波动,后因其细腻独到的标画方式而被引入到股市及期货市场。通过k线图,我们能够把每日或某一周期的'市况现完全记录下来,股价经过一段时间的盘档后,在图上即形成一种特殊区域或形态,不同的形态显示出不同意义。插入线、抱线和利好刺激线这三种k线组合是最常见的经典见底形态。
短线:对于短线投资者来说,正面消息的发布,一般会对一只股票价格在短时间内出现快速增长,在当日后段时间基本是处于跌的状态。因为市场遵循低买高卖的原则,所以在什么时间投入,以什么价格买入是很难预测的,投机性质很强,但是仍然可以研究k线趋势,和短期现象对某只概念股特别关注,哪怕公司并非在短期有盈利但是短线投资具有高风险性。
股票交易容易出现跟风现象,市场并不完全规范,有些有钱人有意操纵某支小股,在很低价位的情况下买入几乎所有股建仓、于是便有k线图出现长时间只涨不跌,只进不出的现象,然后有些人判断错误就在升的时候买进,跟风抬高股价,庄家很易非法赚取差价、国家会打击这种行为、如果找到确切证据,会发出起诉 。
交易所交易机制:沪市实行全面指定交易制度,即凡在上海证券交易所交易市场从事证券交易的投资者,均应事先明确指定一家证券营业部作为其委托、交易清算的代理机构,并将本人所属的证券账户指定于该机构所属席位号后方能进行交易。如果要到其他证券营业部做股票交易,需要先撤销原指定再做新指定。
经过这次实习,对证券公司及其日常业务有了比较深刻的了解和认识,与此同时也有了一些自己的体会。
"以客户服务为中心、以客户需求为导向、以客户满意为目的"是世纪证券一向所坚持的服务理念。拥有着完善的专业证券服务体系,证券的市场地位和品牌影响力不断提升,已经成为一个有着核心竞争力的综合金融服务提供商必备品质。而这个过程中,以人为本的精神是公司成长的一核心要素。
以人为本更是客服部所有一线工作人员所需要坚持服务质量。和客服部的工作人员相处的过程中,我最能感受到的就是他们热情,活跃与耐心,对于散户们各式问题的耐心解答,对各种繁琐程序的细致处理……这些都是服务窗口的首要要求,当然也是我需要做到做好的工作标准。
拥有金融的专业知识也是一个证券人必备的品质,要表现出专业,首先要做的是要加强自己的证券方面的基础知识和市场信息,要做到自己能给顾客最基本的信心。我们要深刻了解他们的需求,让他们了解并接受我们的服务,把潜在的客户发掘出来。在以后的时间里,我要不断地学习和充实自己,金融确实是一个充满魅力的行业,金融是百业之首,而证券就是金融之首啊。
证券公司实践报告篇四
****有限责任公司前身为成立于1990年的江西省证券公司。20xx年7月,经中国证监会批准,公司增资扩股并更名为“****有限责任公司”,注册地址迁至广东省深圳市。多年来,公司逐步发展成为以深圳为总部、以江西为重点业务区域,业务网络覆盖北京、上海、广东、江苏、湖南、云南等地的全国性专业证券公司,目前注册资本为10。05亿元人民币,在全国15个大中城市拥有23家证券营业部,在北京、南昌设有办事处。
公司的经营范围包括:证券经纪;证券投资咨询;与证券交易、证券投资活动有关的财务顾问;证券承销与保荐;证券自营;证券资产管理;证券投资基金代销。公司以雄厚的资金实力、一流的人才队伍、丰富的专业经验、稳健的经营作风为广大投资者和机构客户提供全方位的专业证券服务。
历经多年的发展,公司培养和造就了一支高素质的骨干员工队伍,公司现有员工近1595人。
面对全球化背景下资本市场的机遇与挑战,公司坚持“合规经营、稳健发展”的经营思想,不断改革创新,努力提升公司的核心竞争力,为建设和谐社会、促进证券市场健康发展贡献新的力量。
(一)了解世纪证券概况
1。世纪证券的发展历程及其在中国证券业中的地位
2。了解并领悟世纪证券的企业文化
3。威海路营业部的内部设臵,下设客服部、清算部、财务部、电脑部四个部门。客户部的工作包括接待客户,提供咨询服务;清算部工作包括柜台业务及其产生的相关客户资料管理,营业部每天发生的资金、股票进出清算;财务部负责会计核算;电脑部则负责管理和维护数据。
(二)具体实习内容
1。我被安排在客服部工作。主要就是负责客户的开发与维护。这个工作看起来很简单,其实对于我们这些刚进入社会的大学生来说,由于社会经验的匮乏,在实际工作中也有许多困难。
2。我每天早晨8:30上班,刚到公司后,我会把办公室的卫生工作简单打扫一下,虽然这不是我的职责,但是我觉得新人多做点事情总是好的。
3。每天做完杂物后,我会打开电脑浏览一下早间的财经资讯,然后进入公司内部的notes,浏览一下里面的通知已经证券分析报告,为自己专业知识的做积累。
4。一般从9点开始接待客户,提供简单的咨询服务,和客户进行沟通。经过培训和多天的观察学习,我们可以根据我们的知识对客户的有关意见、相对简单的问题进行处理。不过大多数时候,我们还是要看客户部王经理如何处理一些问题,学习怎样和客户交流,并了解客户的需求。
5。柜台服务。客户需要在柜台办理各种业务,如开户,转托管,撤消指定交易,变更客户资料和银证通及银证转帐的开通和取消等等。开户是证券公司最一般也是最基础的业务,因此对于开户流程,手续进行了详细的了解。对柜台业务有了一定的了解后,我们可以指导客户填写办理各种业务的表单并复印身份证,银行卡及股东代码卡等,以提高工作效率。
6。提高专业素养。在实习之前我就有过一年的炒股经验,并且有证券从业资格证。在实习期间,我更加关注股市的运行和对股民心理的揣摩,并对一些个股运用各种指标进行了分析和讨论,把所学的相关知识又回顾了一遍,熟练并且能充分的操作股票行情及分析软件,学到了一些新的知识。
7。整理客户资料。客户资料包括开户申请书、开户合同书、银证通申请书、客户资料变更表,及客户身份证、银行卡、股东代码卡复印件等。所做的相关工作大致包括以下三个方面内容:
①把当天业务所产生的各项单据、表扫描到各个业务科目目录下,然后统一发往总部。
②理清相关的客户资料,按顺序装入客户档案,这一工作在档案室完成。
③对于上交所和深交所打回来的有问题的开户申请书的电子档案,进行核查和整理,然后再重新扫描反馈回去。
在一个月的时间里,我从对证券业一无所知,到初窥门径,其中学习了很多,人也更加成熟。在这里的实习生活,让我学着开始面对社会,让我对证券专业知识有了兴趣,相信在以后的学习生活中,我会开始关注留意股市行情,关心各种新鲜金融政策,用全新的视角观察周围的新闻动态,既不会盲目入市,更加不会放过每一个能够创造稳定收益的投资机会。
带我们的郑老师让我们参加每周二、四下午的fc会议,在fc会议上,大家会对近期的空方及多方消息进行讨论、总结。并根据这些消息,预测股市的未来走向。会议上,老师们还会推荐几支股票,并从专业的角度为大家分析这些个股。每次会议都是一个难得的学习机会,并收获了许多专业知识:
空方:对后市不乐观,正在卖出股票的投资者。 多方:对后市乐观,正在买入股票的投资者。
建仓:一般是指大的投资者分阶段、 分价位有计划地大量购入股票。
主力基金:是持有指某股票数量最大的基金公司或基金公司联名,他们的买卖决定,自然就成为主力了。
主力资金:空方或多方较有代表的机构或公司。
证券公司实践报告篇五
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证券公司实践报告篇六
毕业实习是学生大学学习完成全部课程后的最重要的实践环节也是我们大学生走出校园的第一个舞台以及告别学生角色的一个桥梁。在学校我学到的永远是理论知识,能不能把我们学到的知识应用到生活、工作中是我们能否适应社会的基本体现。如果不能巧妙的应用理论知识,我们学的再好那也是纸上谈兵。
通过毕业实习是学生更直接接触企业,进一步了解企业实际,全面深刻地认识企业的实际运营过程,熟悉和掌握市场经济条件下企业运营规律;了解企业运营、活动过程中存在的问题和改革的难点问题,并通过撰写实习报告,使学生学会综合应用所学知识,提高分析和解决问题的能力,并为撰写实习报告做好准备。
我国证券市场自从1990年正式成立以来,至今已历经22年的发展,取得了令人瞩目的成绩。实践结果证明,国民经济的快速发展促进了证券市场的良好发展,而反之证券市场的建立和良好发展,促使更多的投资者参与到资本市场上来,加快了市场的投资融资,推动了企业的重组和战略结构调整,支持了一些国家重点建设工程和企业的发展,从而更加快了国民经济的发展。不过我国证券市场还很年轻,很多法律法规还很不完善,业务也还很不成熟,产品也比较单一,各券商之间的经营规模大同小异,不同证券公司之间的盈利模式差异化程度较低,主要收入来源依旧为经纪、自营、投行三大传统业务,同质化竞争现象比较突出。加上行业的集中程度相对集中,行业内对外开放程度不断加深,相对的竞争压力日益加重。经历了20xx年的大牛市之后,我国的证券市场近几年受国际和国内各种宏观和微观因素的影响,出现下跌的趋势,尤其是11、12年,我国投资者对证券市场信心不足,市场经济不景气,受国家各种经济政策的影响,大多数投资者资金被套,出现亏损的现象。
1、营业部柜台岗位
在刚刚进入招商证券第一周期间,安排我到营业部柜台岗位熟悉柜台开户业务。我了解到证券柜台业务包括开立股东账户、资金账户、办理各种委托方式、银证联网、查询、交割单打印、对帐单打印等。经过近两周的勤奋好问和实战训练,以及柜台员工的耐心帮助下,我已经可以熟练的进行开户全部流程业务的基本操作,对于转户、销户、客户普通信息修改、客户特殊信息修改以及创业板、基金、权证交易的开通也都有所了解。这些对我今后在银行驻点营销客户的工作都有很大的帮助,只有熟悉这些柜台的业务流程,才能很好的解决客户到公司后开户的具体流程,提高服务质量。
在这一周的实习过程中,我也看到了自身存在的不足:做事情马虎,粗心大意。在填写客户资料的时候,会出现错填或是漏填的情况。在柜台工作“粗心”是一大忌,往往工作中一个小小的疏忽,最终会造成不可挽回的损失。所以这是我务必要认真对待的一个问题,要努力改掉这个坏毛病。无论是在柜台还是客服部工作,都需要认认真真去做每一件事情,避免失误,提高工作效率。只有这样,我们才能真正的做好本职工作,胜任自己所在的岗位!
2、银行驻点客户开发的体会
到招商证券上班的第二周,团队经理安排我跟从一个老员工到建政园湖路的建设银行驻点实习,通过实习后就自己在银行网点驻点上班的了。在工作过程中我认识到。
(一) 银行驻点的重要性:
证券资金三方存管业务的全面实行,为银行接纳证券公司到其网点设立开户咨询柜台提供了利益驱动,现在各大银行网点的分布非常广泛,银行在普通老百姓心目中的公信力不亚于政府机构。鉴于此,我认为多花点精力在银行网点上.为了抢驻同一银行网点,证券营销人员大打出手的事件媒体也曾有过相关报道,银行驻点的竞争激烈程度可见一斑,其银行驻点的重要性也不言而喻。
(二)银行驻点的客户来源:
1、首先,银行职员就是我们的现成客户,他们的收入稳定,社会关系复杂,家庭成员也都以高收入群体为主,其进入证券市场的意愿强烈,通过适时引导,开立证券帐户参与股票交易是水到渠成的事情。对已开设证券帐户的银行职员,只要通过感情营销来游说其转户或拿直系亲属的身份证重新开户就行了。我每天上班都会跟他们多聊天。
2、每天到银行办理业务最频繁的,就是各类企业的财务人员,有的一天要在银行与单位之间奔波两三次。他们和银行职员一样,具有专业的财务知识和一定的经济实力,都是证券营销业务的目标客户,有的甚至早已是老股民了。而这些财务人员,在本单位系统内与各个部门的同事关系密切,有一定的号召力与影响力,通过这些企业财务人员的桥梁作用,我们可以将营销的触角延伸到与银行有业务来往的各个企业,将潜在客户的挖掘提升到一个新的高度。对于这些人员,我上班时候很认真的对待。
3、在股市高涨的时候,赚钱效应的显现使新增客户蜂拥而入,而在股市下跌行情中,每次下跌的中继,都会引发场外抄底新客户的进场。所以,无论是在股市行情火暴的时候,还是处于低位震荡的时候,银行开户客户都是存在的,我只要做到耐心守侯,不轻易离岗,这些客户都是有机会开发过来的。
(三) 银行驻点的注意事项:
1.克服害羞心理,主动开口。刚走出校门的我来说,羞于开口是一个常见的现象。为银行驻点的营销人员来说,首先要敢于开口,主动与客户交流,拉近与客户的距离,收集客户有效信息,做到初步营销。
2.细分目标客户群体。面对不同的客户群体时,要做到对客户进行细分,不能“一刀切”,要根据客户提供的不同信息,针对不同的客户群体向其介绍不同的产品以及不同的投资手段,例如面向20-35岁的年青人士,鉴于其具有较积极的冒险精神,富有拼劲,对风险不太敏感,发展潜力大,可以为其介绍成长型的股票,使其在投资过程中使财富迅速的增值,从而扩大其资金量,加大对证券市场的投入;面向35-50岁中年人,鉴于其在工作创业的过程中,积累了相当的财富,因此需重点挖掘这部分客户资源,使其成为我们的重点目标客户,为其推荐价值型的股票,鼓励其长期投资,从而使其在投资过程中资产保值增值,从而加大对证券市场的资金投入,。至于对50岁以上的中老年人,则较多地向其推荐基金以及稳健型的股票,降低其风险,获得稳定收益。
3.协助银行大堂经理引导客户办理银行业务,成为大堂经理助理。在银行驻点中,如何处理好与大堂经理的关系意义重大。因大堂经理在整个银行系统中面向的客户群体最广,其接触的是一线客户,可以说哪里有客户需要,大堂经理就会在哪里出现。但由于某些繁忙时点,银行来办理业务的客户过多,导致大堂经理应付不过来,作为驻点工作人员不断地学好证券和银行方面的知识,熟悉银行的各类业务,积极协助大堂经理为客户办理业务,使大堂经理对你产生好感,从而为你介绍潜在的客户,这对于拓展公司客户来源是很有帮助的。
4. 以客户利益为主,关心客户所关心的方面。在与客户的交流以及服务过程中,要做到稳健,做到让客户放心。成功的营销人员,更加注重细节,以信誉和口碑,赢来更多的客户。不能因为蝇头小利,破坏原本或更多可以建立的客户网络。
5.驻点工作要持之以恒。在驻点过程中,最忌讳的就是三天打鱼两天晒网,这样的话,闻讯而来的客户就会流失到别的银行网点咨询和开户。营销人员经常的缺岗离岗,无法体现其银行业务的多元化,使银行的业务平台大打折扣,同时还会造成驻点人员与银行之间的隔阂,久而久之就会产生生疏感。俗话说的好,开店容易守店难,银行驻点,守字当头。万事开头难,切忌操之过急,随着银行驻点时间的持续,营销业务的深入,慢慢的,积极的驻点人员都会融入到银行这一特定环境中,找寻到银行驻点营销工作的乐趣。
6.在驻点过程中我每个星期都主动向银行领导汇报工作,使银行领导了解银行驻点的最新情况以及客户的相关资产情况,并能采取相应措施共同解决存在的问题,使驻点工作持续发展。
7.做到与银行互赢互利。每次我公司有新的产品进行销售时我都会跟银行做好沟通 他们不给卖的产品就坚决不在银行网点进行销售。作为银行,由于有业绩以及三方存管业务的压力,因此需要与证券公司合作,而银行作为证券公司拓展客户的主阵地,更是重中之重。一方面在与银行合作的过程中,从中开发有效的客户资源,为客户提供优良的服务,使客户投资资产资金增值,增加了公司的业绩,另一方面则缓解了银行的三方存管业务的压力,并且客户在证券方面的盈利意味着其有更多的资金可以存到银行,从而使银行的存款增加,业绩增长,从而使两者互利共赢。
我在实习过程中注重理论和实践相结合,将所学的课堂知识能有效地运用于实际工作中,认真听取老员工的指导,对于别人在工作计划中提出的建议,可以虚心听取。表现出较强的求知欲,并能够仔细观察、独立思考、综合分析,灵活运用自己的知识解决工作中遇到的实际困难。在工作中具有一定的开拓和创新精神,接受新事物较快,涉猎面较宽,在工作领域不断地探索,有自己的思路和设想。能够做到服从指挥,认真敬业,工作责任心强,工作效率高,执行公司指令坚决。在时间紧迫的情况下,加时加班、保质保量完成工作任务。生活上待人诚恳,作风朴实。严格遵守单位的各项规章制度,实习期间,未曾出现过无故缺勤,迟到早退现象,并能与单位同事和睦相处,交流融洽,善于取长补短,虚心好学,注重团队合作。
实习是我步入社会前的第一课,教会我怎么待人接物,如何处理各种事情。虽然在短短的一个月里看到的只能是工作的一个侧面,学习的只能是一些初步的方法,但这些对于我是非常重要的。
这次实习告诉我,在社会这个大学堂里我还是一个小学生,还有很长的路要走。要抱着谦虚谨慎的态度,无论大小认真踏实的完成每一件事,走好每一步。通过实习,我有信心,未来的路我能更好地走下去!
证券公司实践报告篇七
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