05-02-2006, 11:21 AM
Quote: Effective cross-selling and upselling is a mixture of art and scienceÂcoming up with that certain item a customer just canÂt refuse to buy. But most online merchants have yet to master the craft. Although 76% of online retailers use at least one method of cross-selling or upselling, only 9% of online buyers say they used site suggestions...
ÂRetailers are trying their best but itÂs hard to get a lot of traction out of cross-sells and upsells, says Patti Freeman Evans, Jupiter Research analyst. ÂConsumers are not making impulse buys.Â...
But for retailers to be able to select the best strategy, they must be able to measure results. Many times, what might seem like a slam-dunk cross-sell idea flops. ÂPeople think just because they implement cross-sells, itÂs going to drive up average order value and sales, but thatÂs not necessarily the case,Â...
full article: http://www.internetretailer.com/article.asp?id=18411
related topic:
Wal-mart`s cross-sell lesson: When relying on technology, test a lot
http://community.tuliptools.com/index.ph...083.0.html