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Research Paper | Management | India | Volume 4 Issue 3, March 2015 | Popularity: 6.1 / 10

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Cross Selling of Financial Products ? A Study Based on Customers in Kerala

Rekha K. G.

Abstract: Cross-selling is defined as the action or practice of selling among or between established clients, markets, traders, etc. or that of selling an additional product or service to an existing customer It is a sales technique in which the salesperson recognizes what a customer is purchasing and will make suggestions or recommendations of other related merchandise the shopper may also be interested in purchasing. It is also known as suggestive selling. It also stands for being able to offer to the existing bank customers, some additional banking products, with a view to expand banking business, reduce the per customer cost of operations and provide more satisfaction and value to the customer. An existing customer provides an advantage to the seller over the competitor. The satisfied customer will always consider the same seller for other requirements before searching for other sellers. The seller can make use of this situation and the customer will be pleased as well.

Keywords: Cross-Selling, Financial Products, Insurance, Mutual Funds, Risk taking

Edition: Volume 4 Issue 3, March 2015

Pages: 2428 - 2430

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