Bireysel emeklilik ve hayat sigortaları sistemlerinde çapraz satış karar destek sistemi

Private Pension and Life Insurance sector through its developing structure, Turkey attracts both foreign and Turkish investors. Thus, increasing the sales and profitability of companies is crucial. This research explores the application of Cross Selling Decision Support System procedure for the evaluation of current customers to apply cross selling.The proposed framework integrates two methodologies: Design of Experiments (DOE) and Fuzzy Inference method. DOE provides to determine most profitable customer types. Fuzzy Inference Method is applied in order to measure the score of customer which is the success of sales in cross selling area.Finally, Cross selling decision support system is developed for selling staff of the company, thus the selling decision can be made by DSS if the staff enters the current score of customer into the system. Numerical application of the proposed methodology is implemented on cross selling problem of a Private Pension and Life Insurance company. The results demonstrate that determining target customer profile and applying cross selling can be made by proposed methodology.