Suggestive Selling - Explained
What is suggestive selling?
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What is Suggestive Selling?
Suggestive selling is a sales approach whereby skilled sales attendants persuade customers to purchase additional and complementary products that will suit their needs. Suggestive selling is also called upselling, ad-up selling, or cross-selling.
Merchants or companies increase their profit and sales margin using suggestive selling techniques.
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Academic Research on Suggestive Selling
- The effects of performance feedback and social reinforcement on up-selling at fast-food restaurants, Wiesman, D. W. (2006). Journal of organizational behavior management, 26(4), 1-18.
- Contingent cross-selling and up-selling relationships with performance and job satisfaction: an MOA-theoretic examination, Johnson, J. S., & Friend, S. B. (2015). Journal of Personal Selling & Sales Management, 35(1), 51-71.
- The power of technology in business selling: call centers, Prabhaker, P. R., Sheehan, M. J., & Coppett, J. I. (1997). Journal of Business & Industrial Marketing, 12(3/4), 222-235.
- Cross-selling sequentially ordered products: An application to consumer banking services, Li, S., Sun, B., & Wilcox, R. T. (2005). Journal of Marketing Research, 42(2), 233-239.
- Cross-selling: Offering the right product to the right customer at the right time, Kamakura, W. A. (2008). Journal of Relationship Marketing, 6(3-4), 41-58.
- How leading edge companies are marketing, selling, and fulfilling over the Internet, Quinn, C. (1999). Journal of Interactive Marketing, 13(4), 39-50.Identifying cross-selling opportunities, using lifestyle segmentation and survival analysis, Ansell, J., Harrison, T., & Archibald, T. (2007). Marketing Intelligence & Planning, 25(4), 394-410.
- Cross And Up-selling Techniques In E-Commerce Activities, Kubiak, B. F. (1970). The Journal of Internet Banking and Commerce, 15(3), 1-7.
- Personal selling in retail settings: how does the internet and related technologies enable and limit successful selling?, Grewal, D., Levy, M., & Marshall, G. W. (2002). Journal of Marketing Management, 18(3-4), 301-316.
- The home selling problem: Theory and evidence, Merlo, A., OrtaloMagn, F., & Rust, J. (2015). International Economic Review, 56(2), 457-484.
- Customer relationship management capabilities: Measurement, antecedents and consequences, Wang, Y., & Feng, H. (2012). Management Decision, 50(1), 115-129.