April 9, 2010, Newsletter Issue #281: What Is Upselling?

Tip of the Week

Upselling occurs when a business offers a related product or service at the time of purchase to a customer. For instance, McDonalds is well known for its, "Would you like fries with that?" upselling tactic.

Checkout counters at grocery and video stores can also be used as an upselling tactic by housing many impulse purchase buys, essentially giving the customer one last opportunity to purchase an item they may have otherwise forgotten.

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