Cross selling and upselling eBook. (by Phocas)

Cross selling and upselling eBook.

The sales manager’s guide to cross selling and upselling opportunities preprocess


In this sales manager’s guide to cross selling and upselling, we discuss two sales strategies that will help improve your profit margins and expand product range across your sales channel – cross selling and upselling. Upselling and cross selling are two standard techniques that if used effectively can make a big difference to your bottom line. However, many people do not get it right and often confuse the two terms. preprocess


Cross Selling – making additional relevant solutions available to the buying organisation (i.e. new)


Upselling – converting an initial order into a more profitable order in the way of additional units or a premium version. This doesn’t mean selling them something they don’t need; it does mean selling your customer more of what they do need preprocess


Upselling and cross selling allow you to generate additional sales revenue by encouraging your existing customer base to purchase more or to make more frequent purchases.

The benefits of these approaches:

• Help increase the average deal size = increase in average invoice value.

• Effectively introduce more products and increase range.

• Increase revenue per customer. preprocess

Authors: Docent Ecommerce

Document type: Research Study

Publication date: 03-03-2017

Number of pages: 13

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