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September 28, 2005 How Did Wells Fargo Boost Online Sales?with Bruce D. Temkin, Peter Hult |
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Executive Summary
In 2000, Wells Fargo set out to turn the online channel into a viable sales engine. To attain this goal, the bank established a centralized online sales team that manages an online product application engine. The online application engine supports a wide variety of products, from checking accounts to mortgages. As a result of these efforts, Wells Fargo has seen a dramatic increase in cross-sell rates.
TABLE OF CONTENTS
- Examining Wells Fargo's Online Sales Success
- What Were The Development Objectives?
- How Is The Online Sales Team Organized?
- How Did The Online Sales Effort Evolve?
- What Are The Ongoing Challenges?
- Related Research Documents
This is an excerpt
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