Cross-Selling and Hidden Customer Needs—The Sales Turbo

Alexander Nowroth ()
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Alexander Nowroth: Lebenswerk Consulting Group

Chapter Chapter 5 in Sales and Business Models in the Logistics Industry, 2023, pp 113-152 from Springer

Abstract: Abstract 95% of all sales organizations fail in the adaptation of cross-selling strategies and their implementation. Cross-selling has many advantages, and not least, a cross-selling oriented organization increases customer loyalty and makes your company much more innovative. How you can achieve this challenging transformation of your sales into a long-term successful cross-selling organization, I explain step by step in this chapter. On the one hand, we deal with the concept and, on the other hand, with the implementation phase. We also deal intensively with customer needs and how to anticipate them. Because only if your company does this faster than your competitors, will you always stay one step ahead.

Date: 2023
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-658-39756-2_5

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DOI: 10.1007/978-3-658-39756-2_5

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