Guest editorial

Fernando Jaramillo
2021 International Journal of Bank Marketing  
Sales practices in banking Despite recent technological advances and automation in the financial services industry, salespeople undoubtedly remain a key determinant of customer acquisition and retention. Salespeople continuously add value to the organization through numerous actions like listening to customer feedback and responding to increased customer expectations. Through their daily interactions with customers, salespeople also develop customer intelligence and provide the organization
more » ... unique insights that are difficult to acquire through big data and sophisticated analytics. Successful selling by successful salespeople is thus a necessary condition for sustainable growth and the long-term viability of financial service institutions. Recently, the financial services industry has seen important environmental changes that present new challenges to the sales function. However, research examining sales practices and their effect on organizational outcomes is sparse. The goal of this Special Issue is to study sales practices within the context of financial institutions. The five papers in this Special Issue provide an overview of sales banking research and present novel insights pertaining to sales in banking:
doi:10.1108/ijbm-09-2021-615 fatcat:3oh7izigvngrho4lvw3gytzuem