Wachovia Corp., which prides itself on having invented "relationship banking" 25 years ago, is taking the strategy a step further, a senior executive told conference-goers here.

The Winston-Salem, N.C.-based banking company is realigning its sales force to serve the retail market based on the current or future profitability of customers, executive vice president Stanhope A. Kelly told American Banker's annual symposium on best practices in retail banking.

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