Upselling and Cross-selling

Overview

For account managers, upselling and cross-selling are proactive techniques that help to strengthen the client relationship, create opportunities for growth and increase overall revenue.

Objectives

By the end of the course, learners will be able to:

• Define what an upsell and cross-sell opportunity is;
• Identify commonly used types of upselling and cross-selling models;
• Discover why upselling and cross-selling is a key part of the account management process;
• Evaluate how to effectively manage the upsell or cross-sell process;