Marketing strategy: Cross selling

 

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Paper
1.
Cross-selling: Myth or Legend?
Thomas Bayne, Admap, May 2001, Issue 417
A critical discussion of `cross-selling', the practice of one supplier trying to sell other products to its database (e.g. gas suppliers also sell water or electricity; banks cross-selling insurance p ...

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Paper
2.
Challenge assumptions to unlock the treasure chest.
Thomas Bayne, Admap, September 1999
Marketing of financial services is being handicapped by core assumptions about brands and loyalty. Financial brands in the UK are identified as comparatively weak. Customer loyalty is the key issue. I ...

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