The Process of Encouraging Customers to Purchase Complementary or Additional

question 27

Multiple Choice

The process of encouraging customers to purchase complementary or additional products or services from a firm is called:

• A) up-selling.
• B) cross-selling.
• C) customer intelligence.
• D) suggestive selling.
• E) impulse selling.

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Definitions:

Increase Understanding

Enhancing one's comprehension or grasp of a subject, object, or situation.

Low Cost

An approach or strategy that minimizes financial expenditure.

Event Sampling

A type of observation in which one is observing a specific behavior with no regard to time.

Empathic Responses

The ability to understand and share the feelings of another person from their perspective.