Upselling
Also called: ancillary sales
Upselling is a sales strategy where the salesperson makes suggestions to a customer to purchase related products and services as well. 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 the offer to order fries or drinks on the side when customers at a hamburger restaurant only order a sandwich. A hotel, when booking a hotel room, may offer the option of an upgrade or a package that includes dinner, for example. When purchasing electronics, the option to purchase insurance and additional warranty is often offered. In many online stores, related items that may be of interest are suggested at checkout in the shopping cart.
Recommending a different, better product than what the consumer has in mind can also be 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.
