Shopping on line can be easy, simple and save you lots of money. It can also take a lot of your time, frustrate you, and result in unwanted purchases. Now the same can be said for regular high street shopping, but with the vast opportunity presented by the Internet it will pay you to spend a few minutes reading this and understanding how to better optimize your Cross Selling shopping experience:
1. Compare - without doubt the biggest advantage that the Cross Selling offers shoppers today is the ability to compare thousands of Cross Selling at a time. This is a great thing, but not necessarily all the time! Too much can be daunting at times so take advantage of the great comparison sites and where possible let them do the hard work for you.
2. Research - if it has been said it will be on the internet. Ignorance is no longer a justifiable reason for buying the wrong thing. Take the time to research in detail everything that you could possible want to know about
3. Testimonials - don't know anybody that has bought a Cross Selling? Wrong! If the Cross Selling is good the internet will let you know. Use the Internet as a friend and get testimonials before you buy.
4. Questions - Got a question about Cross Selling then search the Forums, FAQ's, Blogs etc. Don't be afraid to ask .....
5. Reputation - Never heard of the company selling Cross Selling? Don't worry, no reason why you should know every company in the world, but you know someone that does! Use the internet to find out what people are saying about Cross Selling and build up a picture of their reputation for sales, returns, customer service, delivery etc.
6. Returns - still worried that even after all of the above your Cross Selling wont be what you want? Check out the returns policy. There is so much competition now that someone, somewhere is bound to offer the terms that you are comfortable with.
7. Feedback - happy with your Cross Selling then let people know, after all you are depending on others people input in your buying decision, so why not give a little back.
8. Security - check for the yellow padlock on the Cross Selling site before you buy, and the s after http:/ /i.e. https:// = a secure site
9. Contact - got a question about Cross Selling, or want to leave a comment then check out the sites contact page. Reputable companies have them and respond.
10. Payment - ready to pay for your Cross Selling, then use your credit card or PayPal! Be aware of companies that don't accept them, there may be genuine reasons but given the huge amount of choice you have when buying online there is no reason at all not to buy via credit card or PayPal.
Cross-selling is the term used to describe the sale of additional products or services to a customer. Less frequently it is used to describe the sale of services to additional business units at an account or to different geographic units of a customer. Benefits that can accrue to the customer include the efficiency and leverage that result from using a single supplier for multiple products. When buying complex professional services, like
consulting needed to make and integrate an acquisition, using one firm reduces the finger pointing that is common when a problem occurs in an area that stradles two or more services; if only one firm is responsible, finger pointing is eliminated. For the vendor the benefits are also substantial. Most obviously, revenues go up. There are also efficiency benefits in servicing one account rather than several. Often most important, vendors that sell more services to a client are harder for a competitor to displace. The more a client buys from a vendor, the higher the switching cost.
Though there are few ethical issues with most cross selling, in some cases they can be huge. Andersen's dealings with Enron provide a highly visible example. It is commonly felt that the firm's objectivity, being an
auditor, has been compromised by selling internal audit services and massive amounts of consulting work to the account.
Though most companies want more cross selling, there can be substantial barriers, including:
A customer policy requiring the use of multiple vendors.
Different purchasing points within an account, which reduce the ability to treat the customer like a single account.
The fear of the incumbent business unit that their colleagues would botch their work at the client, resulting with the loss of the account for all units of the firm.
Broadly speaking, cross selling takes three forms. First, while servicing an account, the product or service provider may hear of an additional need, unrelated to the first, that the client has and offer to meet it. Thus, for example, in conducting an audit, an accountant is likely to learn about a range of needs for tax services, for valuation services and others. To the degree that regulations allow, the accounts may be able to sell services that meet these needs. This kind of cross selling helped the major accounting firms grow to their current massive sizes. Because of the potential for abuse, this kind of selling by auditors has been greatly curtailed under the
Sarbanes-Oxley_Act.
Selling add-on services is another form of cross selling. This happens when a supplier shows a customer that it can enhance the value of its service by buying another from a different part of the supplier's company. When you buy an appliance, the salesperson will offer to sell you insurance beyond the terms of the warranty. Though common, this kind of cross selling can leave a customer feeling poorly used. The customer might well ask the appliance salesperson why he needs insurance on a brand new refrigerator. Is it really likely to break in just nine months?
The third kind of cross selling can be called selling a solution. In this case, the customer buying air conditioners is sold a package of both the air conditioners and installation services. The customer can be considered buying relief from the heat, contrary to just air conditioners.
See also
References
{{cite book | last =Harding
| first =Ford
| authorlink =
| coauthors =
| title =Cross-Selling Success
| publisher =Adams Media
| date =2002
| location =Avon,MA
| pages =230
| isbn = 1580627056-->
{{cite book | last =Wittmann
| first =Georg
| authorlink =
| coauthors =
| title =Cross-Selling Financial Services to Small and Medium Enterprises via E-Banking Portals
| publisher =Proceedings of 14th European Conference on Information Systems
| date =2006
| location =Göteborg
| pages =8
| isbn =-->
Cross-selling is the term used to describe the sale of additional products or services to a customer. Less frequently it is used to describe the sale of services to additional business units at an account or to different geographic units of a customer. Benefits that can accrue to the customer include the efficiency and leverage that result from using a single supplier for multiple products. When buying complex
professional services, like
consulting needed to make and integrate an acquisition, using one firm reduces the finger pointing that is common when a problem occurs in an area that stradles two or more services; if only one firm is responsible, finger pointing is eliminated. For the vendor the benefits are also substantial. Most obviously, revenues go up. There are also efficiency benefits in servicing one account rather than several. Often most important, vendors that sell more services to a client are harder for a competitor to displace. The more a client buys from a vendor, the higher the switching cost.
Though there are few ethical issues with most cross selling, in some cases they can be huge.
Andersen's dealings with
Enron provide a highly visible example. It is commonly felt that the firm's objectivity, being an
auditor, has been compromised by selling internal audit services and massive amounts of consulting work to the account.
Though most companies want more cross selling, there can be substantial barriers, including:
A customer policy requiring the use of multiple vendors.
Different purchasing points within an account, which reduce the ability to treat the customer like a single account.
The fear of the incumbent business unit that their colleagues would botch their work at the client, resulting with the loss of the account for all units of the firm.
Broadly speaking, cross selling takes three forms. First, while servicing an account, the product or service provider may hear of an additional need, unrelated to the first, that the client has and offer to meet it. Thus, for example, in conducting an audit, an accountant is likely to learn about a range of needs for tax services, for valuation services and others. To the degree that regulations allow, the accounts may be able to sell services that meet these needs. This kind of cross selling helped the major accounting firms grow to their current massive sizes. Because of the potential for abuse, this kind of selling by auditors has been greatly curtailed under the
Sarbanes-Oxley_Act.
Selling add-on services is another form of cross selling. This happens when a supplier shows a customer that it can enhance the value of its service by buying another from a different part of the supplier's company. When you buy an appliance, the salesperson will offer to sell you insurance beyond the terms of the warranty. Though common, this kind of cross selling can leave a customer feeling poorly used. The customer might well ask the appliance salesperson why he needs insurance on a brand new refrigerator. Is it really likely to break in just nine months?
The third kind of cross selling can be called selling a solution. In this case, the customer buying air conditioners is sold a package of both the air conditioners and installation services. The customer can be considered buying relief from the heat, contrary to just air conditioners.
See also
References
{{cite book | last =Harding
| first =Ford
| authorlink =
| coauthors =
| title =Cross-Selling Success
| publisher =Adams Media
| date =2002
| location =Avon,MA
| pages =230
| isbn = 1580627056-->
{{cite book | last =Wittmann
| first =Georg
| authorlink =
| coauthors =
| title =Cross-Selling Financial Services to Small and Medium Enterprises via E-Banking Portals
| publisher =Proceedings of 14th European Conference on Information Systems
| date =2006
| location =Göteborg
| pages =8
| isbn =-->
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