Four months after being reorganized into a separate unit, Wachovia Corp's trust group plans to cross-sell its products and services down-market to mass-affluent customers of the parent bank and its brokerage unit.

Cross-selling is not a new concept for the Charlotte, N.C., banking company or for Wachovia Trust. The company's wealth management division has sold its products and services to wealthy trust customers for years, and the trust unit has gone after the wealth management division's customers.

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