Cross-SellingKnowledge Center |
13 items • 38.001 visits
Sign up for free
Welcome to the Cross-Selling center of 12manage.
Here we exchange knowledge and experiences in the field of Cross-Selling.
❗Sign up now to gain access to 12manage. It's completely free.
What is Cross-Selling?Cross-Selling is the practice of suggesting and selling additional, related or complementary items to a buyer than those that have been bought before to an established, existing client. Selling more of the same items to existing clients is not considered cross-selling. Selling extra options to customers who have already committed to making a purchase for some item is called: upselling. Cross-Selling versus Upselling. DifferencesUpselling and cross-selling are quite similar. They both aim to maximize the value of a purchase as well as to improve the customers buying experience by creating additional value. However, while cross-selling focuses on promoting additional products from related product categories, upselling encourages customers to purchase higher-end versions of that same product or to pay for upgrades and extra features or extra options. ExamplesIf a customer is buying a laptop and the company offers a printer to use alongside with the computer, that is cross-selling. The same is true for offering extra leg space to airline passengers for an extra fee. If a customer is buying a basic laptop and the company offers a faster processor or extra memory, that is upselling. Benefits of Cross-Selling. Advantages
Limitations of Cross-Selling. Disadvantages
Obstacles to Cross-Selling. Barriers
Forms of Cross-Selling. Types
Cross-selling must not be confused with Multi Channel Marketing , nor with the Validity Effect, nor with Horizontal Diversification.
Compare also: Foot in the Door | Analytical CRM | Bait and Switch | AIDA |
|
Return to Management Hub: Marketing & Sales | Strategy & Innovation More on Management | Return to Management Dictionary |
This ends our Cross-Selling summary and forum. |
About 12manage | Advertising | Link to us / Cite us | Privacy | Suggestions | Terms of Service
© 2024 12manage - The Executive Fast Track. V17.2 - Last updated: 17-5-2024. All names ™ of their owners.