What is down-selling in SAP CRM-MKT - Marketing?

SAP Term: down-selling

• Component: CRM-MKT

• Component Name: Marketing

• Description: A process by which a cheaper product than the one selected is proposed for sale. &EXAMPLE& If a customer removes an article from their shopping basket because the total price of all goods is too high then a cheaper, alternative product can be proposed. This can help reduce the risk of no sale.

Smart SAP Assistant

• Key Concepts: 
  Down-selling is a sales technique used in CRM-MKT Marketing where a salesperson attempts to persuade a customer to purchase a lower-priced item instead of the one they originally intended to buy. This technique is used to increase the likelihood of making a sale and to maximize profits. 
  
  How to use it: 
  Down-selling can be used in a variety of ways. For example, if a customer is interested in purchasing an expensive item, the salesperson can suggest a lower-priced alternative that still meets their needs. Additionally, if a customer is interested in purchasing multiple items, the salesperson can suggest that they purchase fewer items at a lower price. 
  
  Tips & Tricks: 
  When down-selling, it is important to focus on the customer’s needs and not just on the price. It is also important to be aware of any discounts or promotions that may be available for the lower-priced item. Additionally, it is important to be aware of any potential upsell opportunities that may arise from down-selling. 
  
  Related Information: 
  Down-selling is often used in conjunction with other sales techniques such as upselling and cross-selling. Additionally, it is important to understand the customer’s buying behavior and preferences in order to effectively use down-selling.