P3CS14-1
Click to watch this video produced by Web Marketing Today, this short video explains e-commerce cross selling and upselling.
Table of Contents
- Tutorial Video
- Reading Materials
- ‘What Is Upselling?’ on the Forbes website
- ‘How Product Knowledge Can Increase Sales' from the Live About website.
- ‘Upselling techniques: that really work!’ by Stephan Schiffman, published by Adams Media 2005.
- ‘Brilliant Selling: What the best salespeople know, do and say’ by Tom Bird and Jeremy Cassell, published by Pearson Business 2012.
- Presentation
- Good Practice Example
- Interactive Quiz
- Evidence Opportunities
- Extended Learning
- Find a copy of ‘Successful sales: Get brilliant results fast’ by Pauline Rowson, published by Crimson Publishing 2009 and read: Chapter two ‘Buying behaviour and motivation’, chapter three ‘Product and market knowledge’ and chapter ten ‘Listening skills’.N.B. You do not need to buy this book, you should be able to find a copy in your local library service.
- Click on the link and read ‘Cross-Selling: Definition, Benefits & Strategies for Sales Leaders’ from the Linked In website.
- Search on the internet for information about the Consumer Rights Act 2015.
- Think And Challenge
- Click on the link to read this case study about cross selling and Qantas.
- What do you think are the positive ways in which Qantas approached the challenge of sourcing technologies to add cross-sell capabilities, without compromising flight sales?
- Can you think of any additional products/services that Qantas could be promoting on their website?
- It is rare that there is just one way to respond to a scenario or situation, so do not consider that the response you have chosen to this scenario will be judged as right or wrong. Share your scenario with a work colleague and ask them to tell you if they think you have responded appropriately. Ask them to challenge your response if necessary. You do not need to submit this task for assessment unless asked to do so by your tutor.
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