摘 要
薪酬管理的实质是对人进行管理和激励。有人认为文化很重要，因为文化决
定人们的行为和绩效，有人认为考核很重要，因为没有考核，就不能行之有效的
进行绩效考核，还有人认为感情很重要，重视感情管理才能够促使员工产生高绩
效，这些观点都各有各的道理，但并不全面
随着我国银行客户经理制的建立，客户经理作为连接银行和客户的一个重要
环节，是银行为实现经营目标充分利用银行的各种资源，合理运用市场营销手段
来满足有特定金融需求的客户，并且专门从事客户关系管理和金融综合服务的金
融营销人员。其职能主要是组织银行资金、维护客户关系，管理贷款，拓展新业
务，收集和反馈信息。在目前日益白热化的银行市场竞争中，其职能的充分发挥
效果直接关系到银行命运的兴衰。所以银行需要建立科学合理的基层核心员工
-----客户经理的薪酬激励制度，通过该制度的有效实施，对客户经理的自身行
为进行激励和约束，从而使其自身的经营效益得到提高
本文首先对薪酬的相关理论进行了概述，对薪酬的构成和作用进行了探讨
然后对于花旗银行与交通银行客户经理薪酬激励制度形成的差异原因进行探讨，
最后结合交通银行云南省分行客户经理薪酬激励制度的现状进行分析，并提出了
改革和完善客户经理薪酬激励制度的措施
关键词： 薪酬 薪酬激励 薪酬结构 客户经理
Abstract
Compensation is the essence of management is to manage people and motivation. Some
people think that culture is important, because culture decided to people's behavior and
performance, some people think examination is very important, because there is no inspection, it
will not be able to effective performance appraisal, and people think that love is very important,
attention to emotional management can encourage employees to produce high performance, these
point though is very reasonable, but they are lop-sided.
Along with our country the establishment of the customer manager system, the customer
manager as connected to the bank and customer is one of the most important link, is the Banks in
order to achieve business objectives make full use of various resources, rational use of marketing
tool to meet specific financial needs of customers, and specializes in customer relationship
management and financial comprehensive service of marketing personnel. Its functions mainly
group bank financing, customer relationship maintenance, loan management, develop new
business, information collection and feedback. Increasingly heated Banks in the current market
competition, its functions into full play and play effect is directly related to the bank the rise and
fall of fate. So the bank need to establish a scientific and rational basic core employees -- -- -- -- --
the customer manager's salary incentive system, and through the effective implementation of the
system, incentive and restraint of customer manager's own behavior, which makes its operation
efficiency was improved.
Related theories are reviewed in this paper, first of all pay, to pay the composition and
function are discussed in this paper. Then for citigroup and bank of communications customer
manager compensation incentive system formation of the reasons for differences were discussed,
and finally combined with bank of communications branch account manager in yunnan province
present situation carries on the analysis of salary incentive system, and put forward the reform and
improvement of customer manager compensation incentive system.
Keywords： compensation incentive compensation structure of compensation
customer manager