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近几年，我国的经济得到了迅猛的发展，居民的收入也随之增加，进而导致其消费
的观念和习惯产生了较大的转变，金融方面的意识有所增强，提前消费、分期消费等消
费观念逐渐兴起并且得到了较快的传播；另一方面市场化改革正在不断推进，互联网金
融诞生并快速发展。在这种社会大背景之下，商业银行的利差空间不断受到挤压，发展
出现疲软状态。这些改变对于银行传统的信贷业务产生了较大的负面影响。尤其是企业
贷款业务，不仅在贷款结构中占有很大比重，而且企业贷款业务风险分散，综合收益较
好，能够快速提高客户资源。因此，企业贷款业务历来是各家银行竞争的重点。
为推动 A农村信用社贷款业务健康持续发展，本文通过对企业贷款业务相关概念进
行阐述，然后具体分析业务存在的问题，进一步提出发展措施，希望逐步提高A农信社
企业贷款业务市场竞争能力，实现贷款业务的健康发展。但是长期以来，客户对农信社
的贷款产品认同感不高、市场竞争力不强等。为了解决上述问题，本文首先对A农信社
企业贷款业务流程进行了深入分析，利用 PEST分析模型对A农信社企业信贷业务经营
的内外部环境及发展现状进行宏观分析，配合波特五力分析模型对A农信社企业信贷业
务管理的战略规划及同行业产业竞争力进行微观分析，指出A农信社企业信贷业务管理
中存在组织机构及信贷人员配备薄弱、产品单一及缺乏创新力、信贷制度及流程落后、
绩效考核及激励机制不到位，以及企业贷款业务虽然规模增长迅速，但是其发展由于受
到个人贷款业务发展方式粗放、进程缓慢的原因，造成了获取信息能力不足、营销拓展
困难、结构不合理、市场定位模糊、业务流程繁琐内控风险控制管理以及定价管理机制
薄弱等诸多问题。其次，通过对A农信社职工以及借款客户的访谈和问卷调查，对 A
农信社企业贷款业务经营和管理现状和存在的问题进一步探讨，利用SWOT分析法对A
农信社企业贷款业务进行深入分析。紧接着，提出了贷款产品多样性优化，提高产品创
新能力、利率定价优化，健全定价管理机制、内控管理优化，健全风险管理机制、风险
控制优化，提高风险管理水平、建立健全高效的绩效考核体系，激活员工积极性、信息
技术的优化，拓宽信息获取渠道、贷款业务精准营销策略优化，个性差异化营销、加强
员工信贷培训，完善信用担保制度的企业信贷业务的发展优化措施。最后，结合 A农信
社自身实际情况，分析开展企业贷款业务的可行性并提出相应的发展策略。
关键词：农村信用社；企业贷款；业务管理
I
Abstract
In recent years, with the rapid development of my country's economy, the income level
of ordinary peoplehas increased significantly,the consumptionhabits and consumption
concepts of residentshave undergone tremendouschanges, financial awarenesshas been
greatly improved, and the idea of consumptionby installmentsand early consumptionhas
become the mainstream conceptin current society. On the other hand, with the gradual
deepening of interest rate liberalization reform, Internet finance is accelerating its rise, and a
series of drastic changes in the internal and external environment have led to the shrinking of
commercial banks' interest margin space and weak growth in operating performance. These
changes have also had a huge impact on the traditional credit business of banks. In particular,
the corporate loan business not only occupies a large proportion in the loan structure, but also
the corporate loan business has dispersed risks and good comprehensivereturns, which can
quickly increase customer resources. Therefore, corporate loan business has always been the
focus of competition among banks.
To promotethe healthy and sustainable developmentof the loan businessof A rural
credit cooperatives, this paper expounds related concepts such as corporate loan business and
marketingstrategies, and then analyzesthe problems existing in the business, and further
proposes development measures, hoping to gradually improve the corporate loan of A rural
credit cooperatives.Business marketcompetitiveness and achieve healthy developmentof
loan business. However, for a long time, customers did not have a high sense of identity with
the loan products of rural credit cooperatives, and the market competitiveness was not strong.
In order to solve the above problems, this paper firstly conducts an in-depth analysis of the
corporate loan business process of A rural credit cooperativeand uses the PEST analysis
model to carry out a macro analysis of the internal and external environment and development
status of the corporate credit business operation of A rural credit cooperative. The analytical
model conducts a micro-analysison the strategic planningof the corporate credit business
managementof A rural credit cooperativesand the industry competitivenessof thesame
industry and points out that there are weak organizationalstructures and credit personnel,
single products and lack of innovation in the corporate credit business management of A rural
credit cooperatives. The credit system and process are outdated, the performance appraisal
and incentive mechanism are not in place, and although the scale of corporate loan business
has grownrapidly, dueto the late startof the personalloan businessand extensive
development model, there have been narrow information acquisition channels and marketing
expansion.Bottlenecks, unreasonablestructures,vague marketpositioning, cumbersome
business processes, internal control and risk control management, and weak pricing
II