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FAQ

Sales Training

How has the customer journey changed?

Generally, potential customers gather a lot of information online before initiating actual contact with a potential supplier. Therefore, it’s important to explain the value of a product or service through all available information sources, even before contact is initiated.

What is a customer journey?

A customer journey consists of many different touchpoints with a potential provider until a purchase is made, which consists of both marketing & sales efforts.

What is the difference between cross selling and up selling?

The difference between cross selling and up selling is sometimes hard to distinguish for some. The both techniques focuses on existing customers. Cross selling means convincing an existing customer to buy another product or service from the same supplier. Up selling on the other hand is used to convince an existing customer to upgrade the existing purchased product/solution to a newer or more one.

What is up selling?

Selling to new customers can cost more time and resources than selling to existing customers. Up selling is used to convince an existing customer to upgrade the existing purchased product/solution to a newer or more complete product or solution.

What is cross selling?

Cross selling involves convincing an existing customer to buy another product or service from the same supplier.

What sales training formats are available?

Mercuri International is with you every step of the way to reach Sales Excellence. We deliver sales training based on your needs. Sign up for a single, individual online training path, or customize a sales training program according to your organisations needs. We offer both face to face and virtual training programs, that can be incorporated in the flow of your employees work. Read more

What is negotiation training?

Training that will teach you various techniques to master difficult negotiation situations. Essential is to understand the counterparty, as well as your own negotiation aspects. Negotiation training