Cross Selling
STATE BANK OF INDIA
Reason of cross selling commission income of bank not increasing exponentially
SUMBITTED IN PARTIAL FULFILLMENT OF THE REQUIREMENTSOF THE DEGREE OF POST GRADUATE DIPLOMA IN MANGEMENT CHANDRAGUPT INSTITUTE OF MANGEMENT PATNA
KAJAL KUMARI
6/22/2013
CHANDRAGUPT INSTITUTE OF MANGEMENT PATNA
EXECUTIVE SUMMARY
This project report titled “Reason of cross selling commission income of bank not increasing exponentially” focuses on five products that come under cross selling are SBI Life, SBI Mutual fund, General insurance, SBI cards and Demat account. Analysis of cross selling commission income earned by these products from 2005 to 2013 in Patna circle covering Bihar and Jharkhand and Bank level covering all SBI branches also the main focus of this project.
This project is an analysis of the customer’s preference in Patna main location and sub location with respect to cross selling products. The branches in Patna covered are SECPC, S.K. Puri branch, J.C. Road branch, Boring road branch, Hajiganj Patna city branch and Marrufganj Patna city branch. This project also attempts to investigate the criteria used by customer to choose financial institution and introduce set of factors which depict the most prevalent criteria of cross selling products.
The practical implication of this project is to create understanding of customer buying behavior and attitude of bank staff toward cross selling product which is important for the bank. Successful cross-selling to customers depends on the strength of the relationship built up with the organization and the ability to identify and satisfy individual customer 's needs. A potential use of the customer database is to apply it at point of sale, but organizations, which typically have a lot of information on customers, are not generally organized to
Reason of cross selling commission income of bank not increasing exponentially
SUMBITTED IN PARTIAL FULFILLMENT OF THE REQUIREMENTSOF THE DEGREE OF POST GRADUATE DIPLOMA IN MANGEMENT CHANDRAGUPT INSTITUTE OF MANGEMENT PATNA
KAJAL KUMARI
6/22/2013
CHANDRAGUPT INSTITUTE OF MANGEMENT PATNA
EXECUTIVE SUMMARY
This project report titled “Reason of cross selling commission income of bank not increasing exponentially” focuses on five products that come under cross selling are SBI Life, SBI Mutual fund, General insurance, SBI cards and Demat account. Analysis of cross selling commission income earned by these products from 2005 to 2013 in Patna circle covering Bihar and Jharkhand and Bank level covering all SBI branches also the main focus of this project.
This project is an analysis of the customer’s preference in Patna main location and sub location with respect to cross selling products. The branches in Patna covered are SECPC, S.K. Puri branch, J.C. Road branch, Boring road branch, Hajiganj Patna city branch and Marrufganj Patna city branch. This project also attempts to investigate the criteria used by customer to choose financial institution and introduce set of factors which depict the most prevalent criteria of cross selling products.
The practical implication of this project is to create understanding of customer buying behavior and attitude of bank staff toward cross selling product which is important for the bank. Successful cross-selling to customers depends on the strength of the relationship built up with the organization and the ability to identify and satisfy individual customer 's needs. A potential use of the customer database is to apply it at point of sale, but organizations, which typically have a lot of information on customers, are not generally organized to
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