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...


MBA Brief offers accurate and concise definitions of MBA concepts, frameworks, methods and models.

We love to keep things really short, but provide links to learn more about your subject and to similar concepts.

© 2023 MBA Brief - Last updated: 6-2-2023  -  Privacy   |   Terms