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Topic: Student Questions

What Are Up-selling And Down-selling?

Posted by Anonymous on6/15/2004 at 10:50 AM ET 25 Points
I know what is cross-selling, but recently I heard about up-selling and down-selling. What exactly are they?
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  • Posted byBlaine Wilkersonon6/15/2004 at 10:59 AM Member
    Up-selling is similar to cross-selling. The best example would be at a car dealership...imagine the salesperson showing you the base model, then showing you the same car fully loaded...that is up-selling.

    Down-selling is suggesting a cheaper alternative according to the clients needs in attempt to get SOMETHING. Taking the car dealer again...you are shown a BMW, you tell them it is too expensive. INsted of them trying to talk you into it, they take you over to a nice used Honda Accord.

    I hope this helps!
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