CROSS SELLING
OF
BANKING PRODUCTS & FINANCIAL
SERVICES
-by
Gazal Badlani
Ashok Sarkar
PGDM 2010-12
Trimester – 4
Introduction
•Selling of banks products/services to an
already existing customer
• Cross-selling 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
and higher per customer earning.
Scope of cross selling
•Liability side
•Asset side
Examples of cross selling
1. Credit insurance
2. Life insurance enhancements to
traditional mortgages
3. Auto and homeowners insurance
4. Medical savings accounts
5. Asset management accounts
Importance
•Research statistics demonstrate that the
average customer uses less than two
services from any one depository
institution
•Seventy percent of all customers share
their banking needs with more than one
financial institution
