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Cross-Sell Aftershock: Dealing with Multi-Account Household Defaults

Cross-sell has been a major priority at retail banks for more than a decade. By selling a greater number of products to each customer, banks hope to increase relationship profitability and also bind households and businesses more closely to the institution. In following through on this priority, many banks focused primarily on the retailing aspects of cross-selling, including marketing, sales and product design. Just getting to the point of being able to sell multiple offerings ...

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