Certified Travel Associate Practice

How is cross-selling defined in sales?

1. Customer-focused selling

2. Features

3. Open Questions

4. A selling method that occurs when customers buy additional products or services after the initial purchase like a rental car with an airline ticket.

The correct answer is: A selling method that occurs when customers buy additional products or services after the initial purchase like a rental car with an airline ticket.

Cross-selling is defined as a selling method that occurs when customers buy additional products or services after the initial purchase. This practice is particularly effective in enhancing customer satisfaction and increasing overall sales, as it encourages customers to consider other relevant offerings that complement their initial purchase. A common example is when a customer books an airline ticket and is then offered the option to rent a car, which adds value to their travel experience. This approach not only benefits the seller by increasing the average transaction value but also aligns with the customer’s needs, making it a strategic and beneficial practice in sales. Other options, while related to aspects of selling, do not encapsulate the essence of cross-selling in the way described. Customer-focused selling pertains more to overall strategies of prioritizing customer needs, while features and open questions are tactics or elements used in the selling process but do not define the cross-selling concept itself.