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Cross-selling is a sales technique involving the selling of an additional product or service to an existing customer. In practice, businesses define cross-selling in ...
Cross merchandising is the retail practice of marketing or displaying products from different categories together, in order to generate additional revenue for the store, sometimes also known as add-on sales, incremental purchase or secondary product placement. Its main objective is to link different products that complement each other or can ...
The basic principles of cross-impact analysis date back to the late 1960s, but the original processes were relatively simple and were based on a game design. [1] Eventually, advanced techniques, methodologies, and programs were developed to apply the principles of cross-impact analysis, and the basic method is now applied in futures think tanks, business settings, and the intelligence community.
IBM piloted a social selling program in 2012 that is widely regarded as one of the most successful, early examples of effective social selling at the enterprise level. [20] [21] According to the Social Selling Maturity Model, a prevalent theory on social selling, there are a variety of ways enterprises engage social. These stages include ...
Cross-media marketing is a form of cross-promotion in which promotional companies commit to surpassing traditional advertisement techniques and decide to include ...
Solution selling is a type and style of sales and selling methodology. Solution selling has a salesperson or sales team use a sales process that is a problem-led (rather than product-led) approach to determine if and how a change in a product could bring specific improvements that are desired by the customer. The term "solution" implies that ...
A downside to cross-selling can be seen as the same as that of upselling. This main drawback is known as "over-touching" the customer which in simpler terms means, giving too many cross-selling options can result in the customer ignoring the efforts given and can desensitize the customer to future cross-selling offers. [6]
Wells Fargo's sales culture and cross-selling strategy, and their impact on customers, were documented by the Wall Street Journal as early as 2011. [5] In 2013, a Los Angeles Times investigation revealed intense pressure on bank managers and individual bankers to produce sales against extremely aggressive and even mathematically impossible [7] quotas. [8]