Definition: Cross-Selling is the practice of suggesting and selling additional, related or complementary items to a buyer than those that have been bought before to an established, existing client.
Selling more of the same items to existing clients is not considered cross-selling.
Selling extra options to customers who have already committed to making a purchase for some item is called: upselling.
While cross-selling focuses on promoting additional products from related product categories, upselling encourages customers to purchase higher-end versions of that same product or to pay for upgrades and extra features or extra options.
More on sales: 7 Steps of The Selling Process, Buyer Readiness Stages, Lead Generation, Missionary Selling, Multi Channel Marketing, more...
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