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Article #1 Personal Selling and Sales

Across
Kind of campaign MGM launched
The approach that allows a company to log some early wins
What affords USAA access to customer data
Share of ?, growth withing existing customers
Kinds of power that is increasingly available
Another industry where small shifts in consumer behaviour yields big returns
Who prizes its relationships with customers
The industry where 60% of customers split their services
Where analytical tools often exist
Number of ways to increase cross-welling
Kinds of channels now allowing companies to fine-tune messages
Caused changes in behaviours
___ have to be right for companies to reinvigorate their cross-welling strategies
City where gambling occurs
Down
The other things many firms do that limits share of wallet growth
Things that are ironed out
Increases in customer data
Information expanded to include the full set of customers rather than just a sub-set or test group
____ of greatest opportunity
What many firms do that limits share of wallet growth
Another industry where small shifts in consumer behaviour yields big returns
Convincing 10% of customers to do this may be worth a lot of $
One of two kinds of data
The kind of mining USAA does
Defining customer missions takes...