Upselling is a
sales technique whereby a seller induces the
customer to purchase more expensive items, upgrades or other add-ons in an attempt to make a more profitable sale. While it usually involves marketing more profitable
services or
products, it can be simply exposing the customer to other options that were perhaps not considered. (A different technique is
cross-selling in which a seller tries to sell something else.) In practice, large businesses usually combine upselling and
cross-selling to maximize profit. In doing so, an organization must ensure that its relationship with the client is not disrupted.