Cross-Sell

Also called suggestive selling, sales technique whereby complementary products are presented to a customer after the customer has demonstrated a desire and willingness to purchase a particular product. For example, when selling electronic equipment, a salesperson may attempt to sell a service contract for the extended maintenance of the equipment after the customer has decided to purchase the equipment. While cross-selling may make accessorizing more convenient for the customer, it also enables the salesperson to sell more products.

Selling more than one banking product at the customer service desk, for example, check Overdraft protection to a customer opening a checking account. Banks often give employee bonuses, such as cash incentives to branch employees to meet sales objectives. Cross-marketing is perfectly legal as long as there are no tie-in arrangements, i.e., making the sale conditional on acceptance of the add-on product.