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Sales and Distribution Case Study
Case Title:
Wells Fargo’s Cross Selling Strategies
Publication Year : 2004
Authors: Firdaus Maldar, G Srikanth
Industry: Banking, Insurance and Financial Services
Region:USA
Case Code: SDN0002
Teaching Note: Available
Structured Assignment: Available
OR
Abstract:
Wells Fargo, established in 1852, is one of the US’ largest financial services companies. Subsequent to a merger with Norwest Corporation of Minnesota, Wells Fargo's product portfolio was broadened offering a scope for cross selling.
Pedagogical Objectives:
- To discuss the efficacy of Wells Fargo’s cross selling strategies
- To discuss the benefits and pitfalls of pursuing such a strategy.
Keywords : Wells Fargo's cross selling strategies; Gramm-Leach-Bliley Act; Mergers and acquisitions; Norwest Corporation; Going for gr-eight; Distribution channels; Banking and financial services; Wholesale banking group; Investment banking; Treasury management; Strategy; Growth Strategies Case Study; Community banking; Home buyer's package; Wells Fargo packs; Business service packages
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