TY  - JOUR
AB  - Some of the key issues facing banks in the UK are examined in order
to become better at selling in the personal banking market. These issues
concern attitudes towards organisational changes for sales including
those of personnel and physical organisation. Implicit in these issues
are matters of changes in management style, training, motivation and
recognition of branch sales personnel and the direct salesforce.
Interviews were held with senior sales and/or marketing executives in
the leading banks and a building society. While each of the
organisations interviewed has made considerable advances in achieving
the required cultural change, Midland Bank is well under way towards
accomplishing a sales culture. The results indicate that the radical
change called for in developing a true sales culture requires major
alterations to management structure and style and is most likely to be
successfully achieved by “top‐down” target setting based on
corporate business objectives. The need for different approaches in
developing an appropriate sales‐and market‐orientation in counter staff
and direct sales staff is discussed.
VL  - 9
IS  - 2
SN  - 0265-2323
DO  - 10.1108/02652329110140789
UR  - https://doi.org/10.1108/02652329110140789
AU  - Stephenson Bill
AU  - Kiely Julia
PY  - 1991
Y1  - 1991/01/01
TI  - Success in Selling – The Current Challenge in Banking
T2  - International Journal of Bank Marketing
PB  - MCB UP Ltd
SP  - 30
EP  - 38
Y2  - 2024/05/14
ER  -