R. O. Luchko, O. Yu. Patlasov
Omsk Humanitarian Academy, Omsk, Russian Federation
Educational Institution of Higher Education K.G. Razumovski Moscow State University of Technologies and Management, Omsk, Russian Federation
Omsk Tank-Automotive Engineering Institute – Branch of Khrulev Military Academy of Logistics, Omsk, Russian Federation
Abstract:
The purpose of this article is to develop methodological foundations and practical recommendations aimed at solving the problem of increasing the average check through the introduction of up-sale and cross-sale technology using customer relationship management systems. The following methods were applied in this work: structural and logical analysis, expert assessment method, a combination of analysis and synthesis methods. A concept and practical recommendations have been developed to effectively manage up-sale and cross-sale technologies using CRM systems. This approach provides an opportunity to increase the average check for companies. To create an effective sales system that is adaptive for up-sale and crosssale technologies, a CRM system must be implemented that objectively reflects data on customers, deals and products.
Keywords:
CRM, marketing, average check, up-sale, cross-sale, ABC/XYZ, efficiency, management.
Funding:
The reported study was funded by RFBR and EISR, project number 20-011-31686.
Paper submitted:
May 31, 2020
For citation:
Luchko R. O., Patlasov O. Yu. (2020). Increase in the average check through the introduction of up-sale and cross-sale technologies using CRM systems. The Science of Person: Humanitarian Researches, vol. 14, no. 2, pp. 153–159. DOI: 10.17238/issn1998-5320.2020.14.2.26
