Cross-selling

Spillover / cross-sell The program generates major The program offers some It is hard to imagine... 

Sales and marketing 163-172. see also Customer-centric marketing cross-selling opportunities 191 customer portfolio strategies 164—167 customer relationships 167-169 e-commerce 79-92 micro-market management 170-172 sales generation process 169-170 Sales channels 79, 127, 164 Sales force 82, 90, 169-170 SciQuest 79-80... 

Cross-Selling Customer databases can be employed to automatically track transaction record and generate personalized recommendations for other service products that might be relevant and interesting to the customer. 

Web-based MPF service models can provide passive cross-sellingthrough referral links to other bank products such as investment options, insurance products or online banking. A more proactive way is to adopt rule-based cross-selling. For example, if the contributor has a salary increase of more... 

MPF Service Platform The MPF service platform can be integrated with e-banking and other e-services, and can be used for cross-selling and promotions. 

Lack of cross-selling to current customers or lack of trying to resell products to them. If a company cannot complete new sales with established customers, it is difficult to expect success with those who are only prospects. 

Insight Identify patterns and trends that are comprehensible so that action can be taken based on the insight. For example, characterize the heavy spenders on a website or people who buy product X. By understanding the underlying patterns, one can personalize and improve the website. The insight may also lead to decisions that affect other channels, such as brick-and-mortar stores placement of products, marketing efforts, and cross-sells. 

Intelligent product cross-selling system in fashion retailing using radio frequency identification (RFID) technology, fuzzy logic and rule-based expert system... 

Key words information system, multi-criteria decision making, cross-selling,... 

Intelligent product cross-selling system in fashion retailing 197... 

System architecture of RFID-enabled SFS for cross-selling in the fashion retail industry. 

The system then delivers cross-selling (mix-and-match) recommendations to the customer, using a human-size display next to the dressing mirror (Fig. 10.3(c)). 

The SDS described in Section 10.2 established an environment in which the customer can interact easily with the computer system and obtain the fashion mix-and-match recommendation generated by the IPCS. The SDS is the foundation for cross-selling fashion products and the IPCS is the kernel, which evaluates the matching performance of each fashion pair and provides well-matched fashion recommendations to customers. 

Architecture of the proposed intelligent product cross-selling system. 

Intelligent product cross-selling based on rule-based expert system and fuzzy screening technique... 

To validate the performance of the proposed IPCS system on matching recommendations for cross-selling in a real-life environment, 48 fashion items of a fashion retailer, including a total of 538 expert rules, were used for experimental testing. These samples of fashion items belong to five product types, including dress, jacket, skirt, top and trousers. The distribution of apparel items in each product type and the potential 829 matching pairs are listed in Table 10.3. 

The client interfaces of the intelligent product cross-selling system, (a) Determination of attributes and their importance. 

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