Cross-Selling's Constraints and Solutions in Banking Industry

Dr. K. Vijayakumar and G.P. Ralesh

International Journal of Finance, Insurance and Risk Management, 2024, vol. 14, issue 4, 3-12

Abstract: Purpose: The study aims to identify the major hindrances of cross-selling affected by the banks and to analyze the measures to overcome the constraints of cross-selling. It is concluded that customers desire, offering better products and services and providing training to the employees in this regard are better remedies. Design/Methodology/Approach: The study has been conducted during the month of January – February 2023. 400 customers of public and private banks are selected as sample respondents from the study area using simple random technique. The primary data have been collected using Google Forms. The problems and the solution are analysed using the SPSS software. Findings: This research proposes that while suppliers of solution, solutions have greater potential to increase their company via improved cross-selling prospects, the degree to which cross-selling opportunities materialize is determined by three mechanisms, tools for value evaluation, flexibility of solutions, and coordination between sales and service. Practical Implications: Customers may be educated and their awareness raised about items that are relevant to them via the use of targeted marketing campaigns and customized suggestions. Originality/Value: Cross-selling is a kind of upselling in which extra goods or services are sold to an existing client to generate more revenue. Cross-selling has the potential to be very successful in terms of raising both income and the level of customer happiness;

Keywords: Customers’ feedback; cross-selling; constraints; and solutions. (search for similar items in EconPapers)
JEL-codes: D12 D22 G21 L22 M31 (search for similar items in EconPapers)
Date: 2024
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Persistent link: https://EconPapers.repec.org/RePEc:ers:ijfirm:v:14:y:2024:i:4:p:3-12

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