Enhancing Upselling and Cross-Selling in Business-to-Business Markets: The Critical Need to Integrate Customer Service and Sales Functions

Author:

Vatavwala Sanket,Kumar Bipul,Sharma Arun

Publisher

Springer International Publishing

Reference50 articles.

1. Ahmad, B., Liu, D., Akhtar, N., & Siddiqi, U. I. (2022). Does service-sales ambidexterity matter in business-to-business service recovery? A perspective through the salesforce control system. Industrial Marketing Management, 102, 351–363.

2. Aksin, O. Z., & Harker, P. T. (1999). To sell or not to sell: Determining the trade-offs between service and sales in retail banking phone centres. Journal of Service Research, 2(1), 19–33.

3. Andrews, K. (1999). Extending up-selling and cross-selling efforts. Target Marketing, 22(11), 36–40.

4. Ansoff, H. (1965). Corporate strategy: An analytic approach to business policy for growth and expansion. McGraw-Hill Companies.

5. Butera, A. (2000). Cross-selling: Capitalising on the opportunities. Hoosier Bank, 87(7), 14–16.

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