What is the purpose of up-selling?

Question

Options

• Ato sell additional, third-party solutions
• Bto sell accessories
• Cto sell higher value products by series, family, or category
• Dto sell on-site services

• A
  5% (1)
• B
  5% (1)
• C
  91% (20)

Explanation

Up-selling is the practice of encouraging customers to purchase a higher-tier, more expensive, or premium version of a product they're already considering - moving them up within a product series, family, or category (e.g., from a basic laptop to a mid-range or premium model in the same line). This makes C correct.

Why the distractors are wrong:

• A is wrong because selling third-party solutions describes cross-selling or partner selling, not up-selling.
• B is wrong because selling accessories (cables, cases, warranties) is add-on selling or cross-selling - complementary products, not higher-value versions of the same product.
• D is wrong because on-site services (installation, consulting) relate to service upselling or bundling, not the core definition of up-selling by product tier.

Memory tip: Think of "up" in up-selling as moving the customer up the ladder within the same product family - same category, higher rung.

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