With the emergency one after competitions become rapidly saturate and more intense, In this background it is more difficult of enterprises to get new customers. At this time cross-selling can meet individual need of different customers as well as maximum customer's value. Cross-selling can increase occupation probability of customers and improve the loyalty of customers. At present, although there are many documents about cross-selling in China, in some degree there are some misunderstandings about cross-selling. In China, People don't actually know the concept of cross-selling. Many companies and individuals have't realized the huge profit cross-selling may bring. Although there are many examples about cross-selling in foreign countries , but cross-selling haven't carried out in most industries in China. And most researches in China just introduce the concept and merit of cross-selling yet haven't mentioned the marketing mode of cross-selling, so these researches need improvement.At the beginning of this paper, conception of the cross-selling has been expounded, then the theory basement of the cross-selling has been expatiated from aspect of economics and marketing, then the practical significance of the cross-selling to enterprises has been introduced. This paper aims at analysis and management of the process of cross-selling in insurance group. In the paper, models with marketing have been built to help enterprises to find opportunities of cross-selling, it has been pointed in this paper that relevant organization structure of a company and the performance evaluation are important to cross-selling. At last of this paper, it has been pointed that in China cross-selling still need improvement of systems and laws. |