Question: Module 3 concludes the course textbook Part II, Preparation for Relationship Selling (with chapter 5), and begins Part III, The Relationship Selling Process, with chapter 6. The first learning objective in Module 3 is: Discuss the major body of knowledge needed for increased sales success. There is much empirical data, much written about up-selling and cross-selling, and how these have led to increased selling success.
Research a particularly good journal article (one containing novel empirical data) that provides insights on some aspect of one of the two subjects, up-selling and cross-selling, and how these have led to increased selling success. Compose an essay in which you
(a) explain the gist of the article,
(b) provide an example, and
(c) serve your peers by sharing chief "takeaways" from your work.
(d) Share the article with your peers by attaching it (not just copying a link) to your initial posting.
Respond to your peers throughout the week in ways that support our learning objectives for Module 3. Please incorporate chapter 5 and 6 concepts/terms in support of learning while being mindful of the Level 4 requirements in the Discussion Guidelines.