Compare and contrast trading up and suggestive selling.
What will be an ideal response?
These are two common selling techniques. Trading up means convincing the customer to buy a higher-priced item than he or she originally intended to buy. To avoid selling customers something they do not need or want, however, salespeople should take care when practicing trading-up techniques. Suggestive selling seeks to broaden the customer's original purchase with related items. For example, if a consumer buys a new printer, the sales representative will ask if he or she would like to purchase paper, a USB cable, and/or extra ink cartridges. Suggestive selling and trading up should always help shoppers recognize true needs rather than sell them unwanted merchandise.
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