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[ SISTEMAS DE INFORMACIÓN EN GESTIÓN GE STIÓN LOGÍSTICA ]

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RINCÓN, Alberto Mario. Gerente Mercadeo Carulla – Vivero. Conferencia patrocinada por IBC Solutions (Grupo Carvajal), Medellín: 2004. # UpSelling : hace referencia a la venta de un producto de las mismas características que el que usualmente adquiere el cliente, pero de mayor valor agregado para la compañía, por ejemplo, en lugar que el cliente compre un vehículo de gama baja, hacer que pase a una gama media o alta. Cross- Selling : cuando junto con un producto, se busca que el cliente adquiera otro que es complementario del mismo, por ejemplo, si adquiere un vehículo, que también tome la póliza de todo riesgo del mismo.

[ SIS TEMAS DE IN FORMACI N EN GESTI N LOG STICA]

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15

Cartilla Semana 3

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