Upselling
Also called: ancillary sales
Upselling is a sales strategy where the salesperson makes suggestions to a customer to also purchase related products and services. In this way, that same customer provides the company with greater sales. The Dutch word for upselling is side-selling. Marketing and communication aimed at influencing the behavior of a store's visitors is also called instore marketing.
A classic example of upselling is to order fries or drinks with your burger. Another example: when booking a hotel room, it is mentioned that you can upgrade with a package deal or a discounted dinner. When buying electronics, you can buy om insurance and additional warranty. In many online stores, at checkout, the shopping cart suggests related items that may be of interest.
Recommending another person on products can also be seen as a form of upselling. If the more expensive product better suits the customer's needs and expectations, a win-win situation can arise. When customers are unfairly deliberately forced to choose a more expensive alternative, bait and switch can occur.
