Books about Upselling from Amazon.com

In today's sales environment, upselling is more than a "nice extra"-it's an integral part of your sales pitch and possibly built into your quotas. So how can you do your best to maximize this important area of your job?

In Upselling Techniques (That Really Work!), America's # 1 corporate sales trainer Stephan Schiffman gives you a complete system for developing and executing successful upselling plans for new and existing accounts-without pushing the envelope too far. This must-have guide includes time-tested strategies that will help you:

Increase the size of your average sale

Develop a unique strategic plan for important customers

Position yourself as an irreplaceable business ally

Fend off the competition, hold on to the account . . . and expand its value over time!

Upselling Techniques (That Really Work!) is the only book you need to boost sales, build relationships, and increase your bottom line..
Price: $2.99 [Notify me when price goes down.]

This digital document is an article from Doors and Hardware, published by Door and Hardware Institute on January 1, 2001. The length of the article is 928 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

Citation Details
Title: Upselling.
Author: Derrick Allison
Publication:Doors and Hardware (Magazine/Journal)
Date: January 1, 2001
Publisher: Door and Hardware Institute
Volume: 65 Issue: 1 Page: 28

Distributed by Thomson Gale.
Price: $5.95 [Notify me when price goes down.]

This digital document is an article from Cheers, published by Thomson Gale on October 1, 2005. The length of the article is 2511 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

Citation Details
Title: Upselling coffee & tea: upgrading service and products are key ways operators can improve their tea and coffee sales in a competitive environment.
Author: Ellie Van Savage
Publication:Cheers (Magazine/Journal)
Date: October 1, 2005
Publisher: Thomson Gale
Volume: 16 Issue: 8 Page: 43(5)

Distributed by Thomson Gale.
Price: $5.95 [Notify me when price goes down.]

This digital document is an article from Customer Interaction Solutions, published by Thomson Gale on November 1, 2005. The length of the article is 2245 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

Citation Details
Title: Using customer analytics to improve cross-selling and upselling.(CUSTOMER RELATIONSHIP MANAGEMENT)
Author: John Kaiser
Publication:Customer Interaction Solutions (Magazine/Journal)
Date: November 1, 2005
Publisher: Thomson Gale
Volume: 24 Issue: 5 Page: 40(4)

Distributed by Thomson Gale.
Price: $5.95 [Notify me when price goes down.]

This digital document is an article from Customer Interaction Solutions, published by Technology Marketing Corporation on April 1, 2001. The length of the article is 2559 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

Citation Details
Title: OPTIMIZING INTERACTION: ONLINE CROSS - Selling And Upselling.(Industry Trend or Event)
Author: Richard Berger
Publication:Customer Interaction Solutions (Magazine/Journal)
Date: April 1, 2001
Publisher: Technology Marketing Corporation
Volume: 19 Issue: 10 Page: 44

Distributed by Thomson Gale.
Price: $5.95 [Notify me when price goes down.]

This digital document is a journal article from Information Systems, published by Elsevier in 2004. The article is delivered in HTML format and is available in your Amazon.com Media Library immediately after purchase. You can view it with any web browser.

Description:
The banking industry regularly mounts campaigns to improve customer value by offering new products to existing customers. In recent years this approach has gained significant momentum because of the increasing availability of customer data and the improved analysis capabilities in data mining. Typically, response models based on historical data are used to estimate the probability of a customer purchasing an additional product and the expected return from that additional purchase. Even with these computational improvements and accurate models of customer behavior, the problem of efficiently using marketing resources to maximize the return on marketing investment is a challenge. This problem is compounded because of the capability to launch multiple campaigns through several distribution channels over multiple time periods. The combination of alternatives creates a complicated array of possible actions. This paper presents a solution that answers the question of what products, if any, to offer to each customer in a way that maximizes the marketing return on investment. The solution is an improvement over the usual approach of picking the customers that have the largest expected value for a particular product because it is a global maximization from the viewpoint of the bank and allows for the effective implementation of business constraints across customers and business units. The approach accounts for limited resources, multiple sequential campaigns, and other business constraints. Furthermore, the solution provides insight into the cost of these constraints, in terms of decreased profits, and thus is an effective tool for both tactical campaign execution and strategic planning. .
Price: $8.95 [Notify me when price goes down.]