Upsell Manager
The Upsell Manager feature helps you maximize your sales and marketing efforts. It determines which items present a good upsell opportunity, and which customers you should target. This process is also known as product affinity analysis.
To enable the Upsell Manager feature, an administrator can go to Setup > Enable Features > CRM subtab. Check the Upsell Manager box, and then click Save.
Upsell Manager searches your customer transaction histories to suggest possible upsell items and categories of items. It chooses these upsell items and item categories based on their correlation. Correlation is a measure of how often a customer purchases two items.
For example, Wolfe Electronics used Upsell Manager to determine that 30% of customers that bought laptops also purchased store warranties on those machines. Wolfe decided to create a list of customers that purchased laptops but not warranties in an effort to upsell store warranties to those customers.
Another value Upsell Manager uses is lift. Lift is the difference between an item's correlation and its purchase rate (percentage of customers who purchased it).
When you have identified the upsell items and target customers, you can create:
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a target audience for marketing campaigns
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tasks for each customer's sales representative to upsell the selected items
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scheduled phone calls for each customer
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opportunities for each customer that include the upsell items
You can also determine upsell items on customer records or sales transactions. When you use the Upsell Manager:
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an Upsell subtab appears on customer records that lists potential upsell items for the customer. For more information, see Upselling From Customer Records.
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an Upsell Items button appears on sales transactions. After you select items on the transaction, click Upsell Items to see a list of items that correlate with the items you have chosen. For more information, see Upselling on Transactions.
Upsell preferences let you limit the number of items that display on the Upsell subtab and the Upsell Items popup window on transactions. To maintain performance, you should set upsell preferences. Go to Setup > Sales > Upsell Preferences.