0 the activity of selling a different product to someone who is already buying a product from the same company --
The objectives of cross-selling can be either to increase the income derived from the client or clients or to protect the relationship with the client or clients.
Broadly speaking, cross-selling takes three forms.
The third kind of cross-selling can be called selling a solution.
In practice, businesses define cross-selling in many different ways.
Unlike the acquiring of new business, cross-selling involves an element of risk that existing relationships with the client could be disrupted.
Selling add-on services is another form of cross-selling.
The approach to the process of cross-selling can be varied.
Though common, that kind of cross-selling can leave a customer feeling poorly used.
