Cross-selling is a sales technique in which a business sells an additional product or service to a customer it already has, and businesses define the practice in different ways depending on factors such as their size, the industry they work in and the financial incentives of the people responsible for defining the term. Its purpose is either to increase the income earned from an existing client or to strengthen the relationship with that client, and it can be carried out by two teams within the same organization or by two separate organizations partnering to sell to a shared client together. Cross-selling carries some risk of disrupting an existing client relationship, so it depends on the additional product or service genuinely adding value for the client, and in practice large businesses commonly combine cross-selling with up-selling as ways of increasing revenue. This description is adapted from Wikipedia contributors under CC BY-SA 4.0; changes were made. https://creativecommons.org/licenses/by-sa/4.0/
Facts
Core MechanismCross-selling operates by a business selling an additional, related product or service to a customer it already has, in one of three typical forms: meeting an unrelated need discovered while servicing the account, offering an add-on service alongside the original purchase, or bundling the original purchase with installation or another complete solution. 1 Sources
1. Wikipedia, Cross-selling
Lead paragraph, definition of cross-selling and its objectiveQuote, Lead paragraph, definition of cross-selling and its objective
Cross-selling is a sales technique involving the selling of an additional product or service to an existing customer. The objective of cross-selling can be either to increase the income derived from the client or to protect the relationship with the client or clients.
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