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Internal Marketing by Mohammed Rafiq, Pervaiz K. Ahmed

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Case Study 5

Boatmen Trust Company:creating success throughinternal networkrelationships

Trust and estate business was once a major part of the banking industry. Over the years, brokers, investment advisers and lawyers, all wanting part of the lucrative market, have eroded this business. One of the reasons for the decline has been in the poor handling of sales. In the past, banks generated new business by relying heavily on personal contacts. However, with increasing competition business cannot be handled that way any more. Trend statistics within financial services over the last few decades highlight this:

image   the number of firms managing ...

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