Go Back   ManagementParadise.com | Management & Business Education Learning Platform Resolve Your Query - Get Help and discuss Projects > Marketing Management ( RM , IM )

Upselling Techniques

Discuss Upselling Techniques within the Marketing Management ( RM , IM ) forums, part of the Resolve Your Query - Get Help and discuss Projects category; Upselling (sometimes 'up-selling') is a sales technique whereby a seller induces the customer to purchase more expensive items, upgrades, or ...

Reply

 

Thread Tools Display Modes
Upselling Techniques
Old
 (1 (permalink))
Sunanda K. Chavan
sunandaC has a spectacular aura aboutsunandaC has a spectacular aura aboutsunandaC has a spectacular aura about
 
sunandaC
Management Paradise Guru
 
Status: Offline
Posts: 6,680
Join Date: Jul 2010
Upselling Techniques - November 3rd, 2011

Upselling (sometimes 'up-selling') is a sales technique whereby a seller induces the customer to purchase more expensive items, upgrades, or other add-ons in an attempt to make a more profitable sale. Upselling usually involves marketing more profitable services or products but can also be simply exposing the customer to other options that were perhaps not considered previously.

Upselling implies selling something that is more profitable or otherwise preferable for the seller instead of, or in addition to the original sale. A different technique is cross-selling in which a seller tries to sell something else.

In practice, large businesses usually combine upselling and cross-selling techniques to enhance the value that the client or clients get from the organization in addition to maximizing the profit that the business gets from the client. In doing so, the organization must ensure that the relationship with the client is not disrupted.

Some examples of upsales include:

suggesting a premium brand of alcohol when a brand is not specified by a customer (such as if a customer simply requests a "rum and Coke").

selling an extended service contract for an appliance

suggesting a customer purchase more RAM or a larger hard drive when servicing his or
her computer

selling luxury finishing on a vehicle

suggesting a brand of watch that the customer hasn't previously heard of as an
alternative to the one being considered.

suggesting a customer purchase a more extensive car wash package.

Asking the customer to super size a meal at a fast food restaurant.

Many companies teach their employees to upsell products and services.

A common technique for successful upsellers is becoming aware of a customer's background and budget, allowing the upsellers to understand better what that particular purchaser might need.

Another way of upselling is creating fear over the durability of the purchase, particularly effective on expensive items such as electronics, where an extended warranty can offer peace of mind. Upselling also works with things like expensive leather shoes, where the seller suggests to buy the waterproofing spray as well "to make the shoes last."
Advertisements

Friends: (0)
Reply With Quote
Re: Upselling Techniques
Old
 (2 (permalink))
Jitendra Mazee
jitendra05 is on a distinguished road
 
jitendra05
Student of Bachelor of Engineering at RGTU Bhopal
Bhopal, Madhya Pradesh
Management Paradise Guru
 
Institute: RGTU Bhopal
Status: Offline
Posts: 27,848
Join Date: Jan 2016
Location: Bhopal, Madhya Pradesh
Re: Upselling Techniques - November 21st, 2017

Quote:
Originally Posted by sunandaC View Post
Upselling (sometimes 'up-selling') is a sales technique whereby a seller induces the customer to purchase more expensive items, upgrades, or other add-ons in an attempt to make a more profitable sale. Upselling usually involves marketing more profitable services or products but can also be simply exposing the customer to other options that were perhaps not considered previously.

Upselling implies selling something that is more profitable or otherwise preferable for the seller instead of, or in addition to the original sale. A different technique is cross-selling in which a seller tries to sell something else.

In practice, large businesses usually combine upselling and cross-selling techniques to enhance the value that the client or clients get from the organization in addition to maximizing the profit that the business gets from the client. In doing so, the organization must ensure that the relationship with the client is not disrupted.

Some examples of upsales include:

suggesting a premium brand of alcohol when a brand is not specified by a customer (such as if a customer simply requests a "rum and Coke").

selling an extended service contract for an appliance

suggesting a customer purchase more RAM or a larger hard drive when servicing his or
her computer

selling luxury finishing on a vehicle

suggesting a brand of watch that the customer hasn't previously heard of as an
alternative to the one being considered.

suggesting a customer purchase a more extensive car wash package.

Asking the customer to super size a meal at a fast food restaurant.

Many companies teach their employees to upsell products and services.

A common technique for successful upsellers is becoming aware of a customer's background and budget, allowing the upsellers to understand better what that particular purchaser might need.

Another way of upselling is creating fear over the durability of the purchase, particularly effective on expensive items such as electronics, where an extended warranty can offer peace of mind. Upselling also works with things like expensive leather shoes, where the seller suggests to buy the waterproofing spray as well "to make the shoes last."
Many many thanks my friend for sharing such a nice information on Upselling Techniques and i am sure it would help many other people here. BTW, i am also sharing some useful information for sharing more related content to your thread.
Attached Files
File Type: pdf Upselling Techniques.pdf (1.82 MB, 0 views)
Friends: (0)
Reply With Quote
Reply

Bookmarks

Tags
techniques, upselling
Related to Upselling Techniques
 

Similar Threads

Thread Thread Starter Forum Replies Last Post
Quntitative techniques Shweta Vanjari Quantitative Techniques of Management (Q.T) 17 February 21st, 2016 12:51 AM
charting techniques: Shakeeb Ashai Miscellaneous Project Reports 2 June 8th, 2010 05:00 PM
About SEO Techniques Vatsal Pithadiya General Talks 0 May 11th, 2010 02:56 PM
Quantitative Techniques Raghav Itharaj PUBLISH / UPLOAD PROJECT OR DOWNLOAD REFERENCE PROJECT 0 March 4th, 2010 05:42 PM
Presentation Techniques donn Miscellaneous Projects 3 August 23rd, 2008 07:30 PM
 


Thread Tools
Display Modes

Posting Rules
You may not post new threads
You may not post replies
You may not post attachments
You may not edit your posts

BB code is On
Smilies are On
[IMG] code is On
HTML code is On
Trackbacks are On
Pingbacks are On
Refbacks are Off


ManagementParadise.com is not responsible for the views and opinion of the posters. The posters and only posters shall be liable for any copyright infringement.



Search Engine Optimization by vBSEO ©2011, Crawlability, Inc.