quinta-feira, 10 de novembro de 2011

Cross-sale X Up-sale

Você sabe o objetivo destes termos?
Se você disse aumentar as vendas, você acertou. E sabe a diferença?

An up-sell is to get the customer to spend more money, buy a more expensive model of the same type of product, or add features / warranties that relate to the product in question.
Tradução: Incrementar as vendas, vender garantias, atualizações, seguros, uma marca mais cara, etc.

A cross-sell is to get the customer to spend more money buy adding more products from other categories than the product being viewed or purchased.
Tradução: Vender outros produtos relacionados a primeira compra (produtos complementares). Ex.: um cinto para combinar com o sapato.

Enfim, treine sempre seus funcionários para fazerem vendas adicionais da maneira correta. Se eles fizerem errado o cliente não compra, se eles ofecerem demais, o cliente se irrita.

See you soon!!!

quinta-feira, 3 de novembro de 2011

Termos no Varejo em Inglês

Add-on Sales
Add-on sales is the promotion of additional products or services to a customer at the time of purchase.

Venda adicional é a promoção de um serviço ou produto adicional ao cliente no momento da aquisição.

It's also known as suggestive selling, add-on selling or up-selling.

Eg.: If a person is in the process of buying a new pair of leather boots, then the add-on sale could be a special polish or leather brush to maintain its appearance.

Types of Add-on Sales
There are many types of items that a salesperson can suggest to enhance a sale. Discounts or promotions available for a complementary item purchased could result in additional sales. A product that improves the item being purchased, such as an upgrade to more RAM on a computer purchase, might result in a customer spending more on their purchase. Some add-on products are service related, like a customer paying more to get the product quicker or paying additionally for a warranty.

The more a customer buys from a particular retailer, the more likely they are to continue buying from that same retailer, resulting in customer loyalty.

The add-on sales or up-selling is one of the components of sales.
The 4 components of sales are prospecting, closing, cross-selling and up-selling.

quarta-feira, 2 de novembro de 2011

Termos no Varejo em Inglês

80/20 Rule
It implies that a small number of events (20%) is responsible for a large percentage (80%) of the results.