can anybody please tell me what is the difference between cross selling and up selling
From India, Ambala
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From India, Ambala
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Difference Between Cross-Selling and Upselling
The difference between these sales techniques is as shared below:
- Cross-selling: When a customer wants to buy a product such as a Nokia C7-00 and you end up selling another product, such as an iPad, which was not initially on the buyer's list, that's cross-selling. Ideally, you are selling an unintended product from a very different product line to the customer. This is mostly implemented in shopping malls where they display an array of products. Thus, when a customer who wanted to buy a packet of cooking oil enters the mall, they end up buying the entire grocery for the month!
- Upselling: When a customer wants to buy a Nokia C-6 at Rs 13,000 and you sell a Nokia C7-00 at Rs. 19,000, that's upselling. Ideally, you are identifying the customer's need and preference for the brand. You help them see the value for money in a higher investment asset. This is primarily selling the same product but an upgraded version, hence more costly.
You may read the following articles and papers to understand how the industry implements this on a much larger scale. Do blog your understanding just as you did for this one so that others can contribute to your learning.
- http://connectionsmagazine.com - Best practices in Up-selling and Cross-selling
- http://www.allbusiness.com/sales/sel...es/3915-1.html - Proven online Up-selling and Cross-selling techniques
Regards,
(Cite Contribution)
From India, Mumbai
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1873The difference between these sales techniques is as shared below:
- Cross-selling: When a customer wants to buy a product such as a Nokia C7-00 and you end up selling another product, such as an iPad, which was not initially on the buyer's list, that's cross-selling. Ideally, you are selling an unintended product from a very different product line to the customer. This is mostly implemented in shopping malls where they display an array of products. Thus, when a customer who wanted to buy a packet of cooking oil enters the mall, they end up buying the entire grocery for the month!
- Upselling: When a customer wants to buy a Nokia C-6 at Rs 13,000 and you sell a Nokia C7-00 at Rs. 19,000, that's upselling. Ideally, you are identifying the customer's need and preference for the brand. You help them see the value for money in a higher investment asset. This is primarily selling the same product but an upgraded version, hence more costly.
You may read the following articles and papers to understand how the industry implements this on a much larger scale. Do blog your understanding just as you did for this one so that others can contribute to your learning.
- http://connectionsmagazine.com - Best practices in Up-selling and Cross-selling
- http://www.allbusiness.com/sales/sel...es/3915-1.html - Proven online Up-selling and Cross-selling techniques
Regards,
(Cite Contribution)
From India, Mumbai
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