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…
In the United States, over $3B worth of coupons and rebates are redeemed each year – indicating that it is an effective form of sales promotion. According to various academic studies, around 20% to 30% of consumers will be actively involved in the collection and redemption of coupons. These consumers tend to be more … Read more…
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…
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. Sales promotions are usually executed through retailers, but service firms and … Read more…
