Ordering upsell, cross-sell, and replacement items
When customers order products, additional items often are available that can replace, that complement, or that are superior to the products initially ordered. However, customers sometimes miss these purchasing opportunities because they are unaware that additional items are available.
If you designate Upsell, Cross-sell, or Replacement items for a product on the Upsell/Replace window (accessible by clicking Upsell/Replace on the Manage products window), the items are easily accessible during order entry from the Opportunities window, which opens from the Overview tab. You then can replace a product with an Upsell or Replacement item, or you can add Upsell, Cross-sell, and Replacement items to the order.
Direct access to Upsell, Cross-sell, and Replacement items during order entry significantly helps organizations to increase revenue from the sale of additional items and higher-margin products:
- Upsell - To persuade a customer to purchase a product that may have a greater value than the product initially chosen. Upsell items can replace products or can be added to orders as additional items. No pricing rules exist for products designated as Upsell items, and Upsell items do not have to cost more than the products they replace.
- Cross-sell - To persuade a customer to purchase one or more similar items that complement the product initially chosen. Cross-sell items are added to orders in addition to initial product selections.
- Replace - To offer a customer an alternative item to take the place of the product initially chosen. Replacement items can replace products or can be added to orders as additional items.