Difference between Up-selling and Cross-selling

Up-selling and cross-selling are important aspects of building customer relationships and increasing customer lifetime value. Primarily they are both sales functions, but can occur with direct and digital marketing techniques as well. What is up-selling? Up-selling is changing the consumer’s decision from a lower  priced product to a higher priced product. In other words, the … Read more…

Goals of Coupons and Rebates

  Sales promotions are short-term incentives designed to drive sales. They are part of the promotional mix within the marketing 4P’s. Because they often carry pricing incentives, such as discounts, they also have a crossover with the pricing mix in the 4P’s as well. Two common promotional vehicles used in a sales promotion program are … Read more…