This special issue contains selected extracts from Marketing and Selling Bank Services , a learning resource from MCB … University Press designed to help practising bank managers to refine and apply bank marketing skills. Competition in financial … services is growing and an organisation's ability to market and sell its services is essential for success. Marketing …

. These technologies also make possible improvements and sometimes substantial changes in marketing strategies. Preoccupation … with existing strategies may cause such opportunities to be overlooked. Where marketing strategies are re‐examined in the … light of these new technologies failure to assess their impact on activities in addition to marketing may limit the …

(transactions and enquiries) generally vary according to the type of delivery channel emphasised by the bank for its target market …

The authors examine marketing's traditional relationship to banking in the US banks and discuss why this role will … change in the future. In particular, they outline a new role for marketing in banking and identify five changes which they … believe will occur in relation to the marketing function, organisation structures, selling skills, pricing analysis and …

Eight different bank marketing strategies are grouped into two broad categories: growth and competitive strategies. The … author indicates various marketing strategies, suggesting some of the alternative strategies suitable for different banks …, emphasising the criteria on the basis of which marketing strategy selection can be made.  …

The growth and nature of bank marketing during the past decade has been a reflection of the intensity of competition … competitive pressures finally led banks to adopt a marketing concept, both in theory and practice. The authors examine the use of … advertising as a marketing tool and then explore the significance of media selection in the approaches adopted by the UK banks to …

The development of a bank sales management system is described. Using a modified management‐by‐objectives planning … and the staff sales department were identified. As a result the bank now has a framework for its selling efforts.  …

The strategic marketing response to deregulation is discussed, in particular to interstate banking, to the growing …