Best Practices in Up-Selling and Cross-Selling

Topics:
CRM,
Incentives and Compensation
Tags:
Best Practice,
Software,
Sales Strategy,
Sales Force Management,
Sales,
Purdue University,
It Operations,
Enterprise Software,
Customer Relationship Management (CRM),
Call-center,
...
Source:
Purdue University

FREE Registration is required

Overview: The business model for the successful implementation of an up/cross-sell program must focus on the migration from cost center status to profit center status through the value of incremental sales. The paradigm shift is critical to the success of the program, and profit center status allows call centers to document their value to the company's bottom line. To implement such a paradigm shift, call centers might execute a formalized "culture campaign" to shift the department's focus from strictly "service" to an environment focused on both service and sales.

(Is this item miscategorized? Does it need more tags? Let us know.)

Format: PDF | Size: 89KB | Date: Mar 2005 | Pages: 9

People who downloaded this item also downloaded

White Paper 5 Ways To Improve Online Cross- & Up-Selling
White Paper Web Site Marketing: 10 Little Known Upsell Strategies That Will Magnify Your Profits
White Paper How to Up-Sell, Cross-Sell and Optimise
White Paper Up-Selling and Cross-Selling: Transforming Your Cost Center to a Profit Center
White Paper Help Your Customers Think Bigger: Increase Revenue and Profits by Cross-Selling and Up-Selling

Top results from CRM

Case Study Orthopedic Center to Grow 30 Percent and Boost Productivity With Online Services
Case Study Jeweler Moves to Online Services to Boost Productivity and Cut Costs by 90 Percent
White Paper Achieving Cost and Resource Savings with UC white paper
White Paper Windows Phones and Unified Communications
White Paper CRM Your Salespeople Will Love

» View all CRM listings

advertisement
advertisement
  • Click Here
  • Click Here
  • Click Here
advertisement

Returning users: Log In Here!

Already registered on BNET, TechRepublic, or ZDNet? Simply log in.

Free Membership: Sign Up Now!

Sign up for a free membership today and get instant and unlimited access to one of the largest databases of white papers, webcasts, and casestudies anywhere. Your FREE membership allows you to:

  • Download an unlimited amount of content, including classic and current white papers, case studies, webcasts and more
  • Track content on your chosen topics of interest
  • Receive targeted email alerts when your favorite content is added
  • Save content for future reading
  • Receive our member newsletter

When you register to access this directory, you become a member of BNET. In addition, you allow us to share your information with companies that produce products or services featured in the library--so that such companies may contact you with information and offers regarding their products and services. This enables us to keep the library a free service. As a directory registrant, you will receive a complimentary subscription to the BNET member newsletter, The BNET Report. You can unsubscribe from this newsletter at any time. By clicking the Sign up button, you indicate that you agree to our Terms and Conditions and have read and understand our Privacy Policy (updated).