Cross-selling

Author: Ren Xiyuan
Publisher:
Publish Date: 2004-05-01
Features: The future of commercial banks lies in financial convergence, and the success of financial convergence hinges on cross-selling! Cross-selling is a new marketing field and a powerful tool for businesses to break through current sales challenges. In October 2001, Ping An Securities conducted a pilot program for "cross-selling" in Beijing. In the extremely depressed market environment at the time, these "cross-selling" salespeople brought in 500 new account investors and 20 million yuan in custody assets within just one month. After a product's sales volume and market share reach a certain level, many companies face the of performance bottlenecks. At this point, it seems that the target market has been fully developed, and customers' purchasing potential has been "fully tapped"—the future of the business appears dim. So, can businesses only "sit back and wait" in this situation? If not, how can they achieve sales breakthroughs? Research shows that cross-selling is the best solution to the above problems! With various cross-selling strategies, marketers can further increase performance by selling more products to existing customers, thereby breaking through current performance bottlenecks. This book is the first to disclose the "Rising Star" model developed by Polycom Company, outlining cross-selling concepts and methods in seven weeks, seven steps, and from strategic, tactical, and operational skill levels. It also provides detailed case studies on how to implement cross-selling strategies and processes in China, offering strong theoretical knowledge and practical guidance.