Cross-Selling and Upselling

• Basic knowledge of sales and marketing

Audience

• Marketing professionals
• Entrepreneurs

Marketing professionals use cross-selling and upselling methods to encourage customers to purchase more. In addition, it allows businesses to be sustainable and compete with other companies in the market.

This instructor-led, live training (online or onsite) is aimed at sales and marketing professionals who wish to learn various cross-selling and upselling strategies and techniques.

By the end of this training, participants will be able to:

• Learn and understand the fundamentals of selling.
• Use various techniques and strategies for selling to achieve sales targets.
• Develop and improve customer relationships.

Format of the Course

• Interactive lecture and discussion.
• Lots of exercises and practice.
• Hands-on implementation in a live-lab environment.

Course Customization Options

• To request a customized training for this course, please contact us to arrange.

Introduction

Sales and Marketing Fundamentals

• Fundamentals of selling
• What is cross-selling?
• What is upselling?
• Overview of sales marketing

Selling Techniques and Strategies

• Cross-selling and upselling strategies
• Creating a cross-sell grid
• Product models
• Markov chain
• Cluster and marketing basket analysis
• Cross-selling and upselling techniques

E-commerce Marketing

• In-app cross-selling and upselling
• Email marketing
• Visual commerce
• E-commerce conversion audit

Database Marketing

• Database marketing vs. relationship marketing
• Competitive advantage
• Information and knowledge management
• Database marketing tools and best practices

Customer Relationship and Lifetime Value

• Customer perceived value and value analysis
• Value proposition development
• Marketing funnel
• Building customer loyalty
• Product profitability analysis
• Customer lifetime value
• Managing churn
• Loyalty program development

Marketing Research

• Types of research process and methods
• Different marketing research sources
• Sales information system and marketing intelligence system
• Marketing communications, promotions, and events
• Managing digital communications

Summary and Next Steps