What practice involves suggesting additional products to enhance a customer’s original purchase?

The practice of suggesting additional products to enhance a customer’s original purchase is known as cross-selling. This strategy is utilized to recommend complementary or related items that improve the overall shopping experience or add value to the primary product the customer is considering. For instance, if a customer is purchasing a laptop, the sales associate might suggest a carrying case, software, or peripherals like a mouse and keyboard to enhance the usability of the laptop.

Cross-selling is not only beneficial for the customer as it helps to complete their shopping needs, but it also serves the retailer by potentially increasing the average order value. This practice is distinct from others such as up-selling, which focuses on encouraging customers to purchase a higher-end version of the product they are considering, or down-selling, which involves guiding customers towards a less expensive option. Bundling refers to packaging multiple products together at a lower price, which is a different strategy altogether. In summary, cross-selling directly targets enhancing the customer’s original purchase by introducing relevant additional items.