Upselling in operations
Modul 1: Awernes
This AMU course is offered in collaboration with Edutasia and has been developed and designed by Asnæs & Vangstrup.
AMU 4003 purpose:
The participant can handle customer contact in connection with the sale of the company's products and services.
The participant can handle the initial contact with the customer in a positive manner, listen to the customer's needs and expectations, and complete the sale, including using techniques to close the sale.
The participant can also end the contact in a positive manner.
Online teaching
You will be introduced to:
A questionaire
Text and videos
Questions
Quiz
What, why, how?
What is sales?
Upselling
Upselling is a sales technique where you invite a customer to purchase a superior, premium, or more expensive version of the item they are already buying. The goal is to increase the total value of the single product being purchased.
The Concept: Buying the same thing, but a better/bigger version.
Cross-Selling
Cross-selling is a sales technique where you invite a customer to purchase additional, complementary, or related products alongside their original purchase. The goal is to introduce the customer to other product categories that enhance their primary purchase.
The Concept: Buying extra things that go well with the main purchase.
Bundling (Product Bundling)
Bundling is a strategy where several individual products or services are packaged together and sold as a single combined unit, usually at a discount compared to buying each item separately.
The Concept: Creating a convenient, package deal.
Why is it relevant?
To become aware of the different possibilities in sales to expand our vision
How do I practise it?
Reflect on how you train your employees in sales
Is up-selling the main focus?
Could cross-selling be more relevant?
Do employees know hoe to bundle products?
Click on this link to answer questions on the sales definitions
Current status on upselling in
your restuarant today
Link to below link and answer the questions
The 3 Diamonds of Social Capital:
Trust, Fairness and Collaboration
Three Forms of Social Capital in Organizations
1. Integrative Social Capital:
Refers to the social capital within a department or team. It focuses on how relationships and trust are built and maintained internally within a specific group.
2. Bridging Social Capital:
Refers to the social capital across departments or teams. It emphasizes the connections and relationships that facilitate collaboration and information exchange between different groups within the organization.
3. Connecting Social Capital:
Refers to the social capital between different levels or management layers. It involves the relationships and interactions that bridge the gaps between various hierarchical levels, ensuring effective communication and alignment throughout the organization.
If an organization has low social capital, the work becomes less attractive to employees. This can lead to lower job satisfaction, higher employee turnover, increased absenteeism, and reduced productivity.
It is also important to have social capital across all three dimensions of an organization. High social capital in just one department is not sufficient if there is a lack of effective collaboration across departments, for example. Social capital needs to be present in every dimension to ensure a cohesive and productive work environment.
About Trust
To build trust as a leader, focus on:
Creating transparency
Delegating responsibility
Being actively listening
Communicating equally
Working on emotional intelligence
To foster a sense of belonging, trust is key. It drives engagement and contributes to a more committed and motivated workforce.
About Fairness
Fairness is an individual feeling. As a leader, you can contribute to the sense of fairness experienced within the organization and by each employee by:
Ensuring everyone feels heard and involved
Treating everyone with respect
Handling conflicts constructively
Maintaining transparent processes and decision-making
About Collaboration
Good collaboration requires:
An appreciative approach
A shared reality
Effective communication across all levels
Working with feedback
Awareness of each other's differences
Till next time:
