Marketing and Selling at Work: The IMCB/NatWest Management Development Programme

In this article the authors describe how the International Management Centre from Buckingham developed a unique marketing and selling training programme for the National Westminster Bank. Using distance teaching methods, specially developed resources and a cascade approach to training, IMCB helped the bank train managers in both the domestic and international divisions. The most important result was a change both in attitude and practice among bankers, marketing managers, and staff working throughout the bank.