Upselling

Upselling (also up-selling ) referred to the tendency of a distribution provider to offer a superior product or a higher quality service to the customer instead of a cheap version in the next step.

For this to be the customer suggested by plausible arguments, and in particular through product demonstrations, the benefits of higher product or service category, for example greater benefit, comfort, etc.

It consists of the seller's perspective, the risk that the buyer goes through up-selling the desire to purchase the product that he neither the more expensive product still buys the product, which he had originally contemplated.

Frequently upselling is confused with cross-selling. There, however, will not sell any ( real or perceived ) higher quality versions of the product, but simply additional sales are made to the same customer.

Example

A customer at the dealership inquires about a mid-range model. First, a test drive is offered to him - but not in primary or middle class version, but the higher-powered and expensive cars equipped with air conditioning, leather upholstery, sound and navigation system. So can experience the benefits of the " superior" version of the customer. If he does not want the extras later, he must detach from the already experienced benefits, so to speak, practice waiver inwardly. While he considered this, the seller calculates the funding so that the additional costs appear to be low.