Sold on Cross-selling

Alvarado, Marie
May 2011
Best's Review;May2011, Vol. 112 Issue 1, p87
Trade Publication
The author discusses aspects of cross-selling programs of financial agencies. She says that main steps to establish a cross-selling program include extending business with primary carriers and being committed to both increasing interdepartmental sales and extending monoline insurance accounts. She explains that to agencies adopting cross-selling programs have to develop their role as an adviser rather than an insurance vendor.


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