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After reading a feature on upselling by Christine Knott of training firm Beyond The Box in the July ’08 issue of IER, Rodds Electrical asked the company to create a programme that would show staff how to up sell and cross sell in their own stores.

Bob Burrows, owner of the chain was very pleased with the results of the training: “Through intelligent use of upselling and cross selling the sales team has improved their customer service. We have also been able to raise the average transaction value considerably.”

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