Cross-Selling and Upselling

In brief: Cross-selling recommends complementary products, while upselling suggests a higher-value product. Both rely on well-maintained product relationships in PIM, such as accessories, spare parts, alternatives and successor products.

Typical relationships

  • Accessories: battery and charger for a cordless drill
  • Spare parts and consumables: filters, blades, cartridges
  • Alternatives: similar products when an item is unavailable
  • Higher-value variants: more power, more features
  • Successor products: when a product is being phased out

Benefits

Well-maintained relationships increase basket value, reduce returns and help customers choose. They are used in online stores, in catalogues and, increasingly, by AI assistants.

See also

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