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Upselling and cross-selling
Upselling encourages shoppers to purchase a comparable but higher-end product than the one they initially selected to buy; cross-selling invites shoppers to buy items that complement or are related to their initial intended purchase. You can both upsell and cross-sell on your store’s checkout page (though if you both upsell and cross-sell, you will need to create separate rules for each rule).
You can upsell only at the product level, but you can cross-sell at either the product level or the store (cart) level. When your shoppers go to your checkout page, they will see the product(s) that they have chosen to buy listed first and most prominently. If you are inviting the shopper to upgrade (that is, upselling), or to purchase other products related to their purchase choice (cross-selling), the upgrade or complementary product will appear nested underneath their initial product choice. An upsell option has an “Upgrade” button; a cross-sell option has an “Add” button; if the shopper clicks on either button, the page will automatically be refreshed with the updated purchase information.
If you choose to cross-sell one or more products at the cart (store) level, the choices will appear after the shopper's choice of product(s) and any product-specific upselling or cross-selling options. You can choose to sell at the cart level only from a fixed list of products that you have previously defined.
In Nexway Center, under Tools & Services, click on Product Recommendation to see the list of Product Recommendation Rules, which contain the following sortable information in table form:
- Weight (see explanation below)
To modify a rule, click on it in the list.
To delete a rule, select it, click Actions in the top left corner of the page then click Delete resource.
Adding a product recommendation rule
To add a product recommendation rule, click the Add+ button and fill in the following fields:
|Field name||Description / Instructions|
|Rule name (required)||Choose a unique name.|
You can choose from three types of recommendations:
|Recommendations selection mode|
|Fixed list of products / Products => Product list association|
|You can prioritize the products that you upsell or cross-sell by assigning weights to them. This is particularly useful on the store level when you want to highlight and prioritize for sale just a few products out of a relatively large product inventory.|
|Status||Enabled / Disabled|
You can only cross-sell at the store level, but you must select at least one store for cross-selling or upselling, even if you are cross-selling or upselling on a product level only.
Cross-selling on the store level works only with fixed list of weighted products whose appearance on the checkout page is independent of what shoppers have placed in their cart.
|By product||The source product is what triggers the recommendation of the target product (that is, the product you are choosing to upsell or cross-sell).|
|By parent product||Same as for “by product” above (note that a “parent product” serves as the basis for one or more product variants — products whose practical functionality is the same, but whose attributes are different; such attributes may include number of licenses, packaging color, etc.).|
|Recommendations: You must select either “by product” or “by parent product,” but not both. This is where you link the product(s) the shopper has chosen to the appearance of the upgraded or complementary product(s) you want to cross-sell or upsell on the checkout page.|
|By parent product|
|CAPPING AND LIMITS|
|Period of validity (UTC)|