随着城镇化建设在全国范围内拉开框架,县域市场的重要性也随之愈发凸显。对国有商业银行而言,这既意味着机遇,更预示了挑战。与城区相比,县域市场的一大特征就是它的“熟人社会”以及与之伴生的特殊的客户关系。以年龄普遍偏大的员工团队去服务这样的客户群体,如果不能因势利导,充分开发员工营销潜能的话,不仅发挥不了比较优势的长项,反而会遭遇人员“结构性紧缺”的短板。本文建议从渠道建设入手,依托多元化的服务渠道承接柜面低端业务, With the urbanization in the country opened the framework, the importance of the county market will also become increasingly prominent. For state-owned commercial banks, this not only represents an opportunity but also a foreshadowing of the challenge. Compared with the city, the county market is characterized by its “acquaintance society ” and associated with the special customer relationship. If you can not fully exploit the marketing potential of your employees if you can not rely on the best of your circumstances, you should not only play a long-term project without a comparative advantage, but will encounter a shortcoming of “structural shortage ”. This article suggests that starting from the channel construction, relying on a wide range of service channels to undertake the counter low-end business,