The process of encouraging customers to purchase complementary or additional products or services from a firm is called:
A) up-selling.
B) cross-selling.
C) customer intelligence.
D) suggestive selling.
E) impulse selling.

Question

Quizplus · Accepted Answer

Cross-selling is the process of encouraging customers to purchase complementary or additional products or services from a firm. Up-selling involves encouraging customers to buy a higher-end or more expensive version of the product or service they are considering. Customer intelligence refers to the data and insights that a firm gathers about its customers to improve its marketing and sales efforts. Suggestive selling involves suggesting additional items to customers during the sales process. Impulse selling involves encouraging customers to make a purchase on the spot.

The Process of Encouraging Customers to Purchase Complementary or Additional