External agents are known for building long-lasting, sustained relationships with customers-all of which helps fuel cross selling and up-selling.But representatives that work in call centers are known for engaging customers in a more sporadic fashion-all of which helps promote impulsive cross-selling opportunities.

Madison, Wis.-based CUNA Mutual Group, a provider of auto, homeowners, life, and accidental death and dismemberment (AD&D) insurance products, is using a high-performance database engine from Objectivity Inc., Sunnyvale, Calif., for its credit union member database. Cross selling is part of the equation.

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