up-sell

Examples of up-sell in the following topics:

• Following Up

  • Regular follow up is an integral part of good customer service.
  • Critical to the process is the person that does the follow up.
  • Some customers prefer more follow up while others require little or no follow-up.
  • The type of follow up is also important; a call, a note, a visit or an email.
  • Identify the basis for and the importance of follow up as part of the personal selling process and sales promotion

• Selling Orientation

  • Approaching marketing with a selling orientation was popular for companies in the 1950s and 1960s.
  • Up to this point, a growing population and lack of significant competition combined to create an environment in which production and product orientations could lead to success.
  • The answer was to concentrate on selling.
  • Effective selling requires a systems approach, at minimum involving roles that sell, enable selling, and develop sales capabilities.
  • Outline the methodology and importance of selling orientation as it relates to product inventory

• Value of Personal Selling

  • The most significant strength of personal selling is its flexibility.
  • Personal selling also minimizes waste effort.
  • High cost is the primary disadvantage of personal selling.
  • Both technologies can deliver sales messages, respond to questions, take payment, and follow up.
  • Another weakness of personal selling is message inconsistency.

• Cost-Based Pricing

  • However, with fully allocated costs of $9.24 per job, the company was losing $4.55 every time a cyclist picked up a package .
  • If it sells less, its costs go up.
  • If it sells more, its costs go down.

• Defining Personal Selling

  • Personal selling is when salespersons use a process to engage customers and take a sales order that may not otherwise have been made.
  • The personal selling process is a seven step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up.
  • Finally, the salesperson must remember to follow up after the sale is made.
  • Sales management would break down the selling process and then increase the effectiveness of the discrete processes as well as the interaction between processes.
  • Marketing improves the selling environment and plays a very important role in sales.

• Channel Partnering

  • A channel partner is a company that partners with a manufacturer or producer to market and sell that company's products.
  • A channel partner is a company that partners with a manufacturer or producer to market and sell the manufacturer's products, services, or technologies.
  • Provide an explanation or introduction to your partner marketing program as soon as a new partner is signed up, including what resources are available.
  • Understand what your partners do, how they sell, and how they will re-sell your solution.
  • Follow up with your partners after campaigns and ask how they did and what you can do to help next time.

• Personal Selling

  • Marketing impacts personal selling and improves the selling environment by increasing exposure to potential customers.
  • Selling is part of the promotional mix.
  • Those selling luxury goods cater to esteem needs.
  • The last and most crucial step in the process is follow up to ensure customer satisfaction and help establish a relationship.
  • Marketing impacts personal selling and improves the selling environment by increasing exposure to potential customers.

• Approach

  • Direct selling is the marketing and selling of products directly to consumers away from a fixed retail location.
  • Direct selling allows salespersons to present, demonstrate, and sell products and services to consumers in an environment that is comfortable to the client.
  • Solution selling is when the salesperson focuses on the customer's pain and addresses the issue with his offerings.
  • Attire should be similar to those who you are pitching to, but at least two steps up in terms of clean presentation and apparel.
  • Describe the characteristics and requirements for a sales approach as part of personal selling and sales promotion

• Team Selling

  • Team selling is sometimes used in real estate.
  • When a company decides to use a team-selling approach, there are several factors to consider:
  • Team selling should be used when there is a chance for high sales and profit.
  • Team selling shows clients that a company has more than one person with strong selling capabilities, giving the client a higher comfort level about the company.
  • Some real estate firms use team selling to improve sales and increase customer loyalty.

• Marketing by Individuals and Firms

  • Marketing by individuals, as opposed to organizations, can be most clearly differentiated by the strategy of personal selling.
  • Personal selling is the act of using people to sell products to consumers face-toface.
  • The personal selling process is a seven step approach:
  • Follow-up - following up will ensure customer satisfaction and help establish a relationship with the customer.
  • Personal selling represents the focus and customization that can be achieved through marketing on the individual level as opposed to the organizational level.