Some of the key issues facing banks in the UK are examined in orderto become better at selling in the personal banking market. These issuesconcern attitudes towards organisational changes for sales includingthose of personnel and physical organisation. Implicit in these issuesare matters of changes in management style, training, motivation andrecognition of branch sales personnel and the direct salesforce.Interviews were held with senior sales andor marketing executives inthe leading banks and a building society. While each of theorganisations interviewed has made considerable advances in achievingthe required cultural change, Midland Bank is well under way towardsaccomplishing a sales culture. The results indicate that the radicalchange called for in developing a true sales culture requires majoralterations to management structure and style and is most likely to besuccessfully achieved by topdown target setting based oncorporate business objectives. The need for different approaches indeveloping an appropriate salesand marketorientation in counter staffand direct sales staff is discussed.
International Journal of Bank Marketing – Emerald Publishing
Published: Feb 1, 1991
It’s your single place to instantly
discover and read the research
that matters to you.
Enjoy affordable access to
over 18 million articles from more than
15,000 peer-reviewed journals.
All for just $49/month
Query the DeepDyve database, plus search all of PubMed and Google Scholar seamlessly
Save any article or search result from DeepDyve, PubMed, and Google Scholar... all in one place.
Get unlimited, online access to over 18 million full-text articles from more than 15,000 scientific journals.
Read from thousands of the leading scholarly journals from SpringerNature, Wiley-Blackwell, Oxford University Press and more.
All the latest content is available, no embargo periods.
“Hi guys, I cannot tell you how much I love this resource. Incredible. I really believe you've hit the nail on the head with this site in regards to solving the research-purchase issue.”Daniel C.
“Whoa! It’s like Spotify but for academic articles.”@Phil_Robichaud
“I must say, @deepdyve is a fabulous solution to the independent researcher's problem of #access to #information.”@deepthiw
“My last article couldn't be possible without the platform @deepdyve that makes journal papers cheaper.”@JoseServera