Leveraging cross-selling and up-selling of Dynamics 365 products

In sales activities, up-selling and cross-selling are necessary activities to increase customer profitability.

Up-selling is a sales activity in which you sell your product or service as something higher and more expensive, while cross-selling is a sales activity in which you sell a combination of products and services related to the product or service you are selling.

In the properties of the online-only license, we had previously created that the segment was set up.

For example, if changing the segment from Standard to Enterprise and selling it as a more sophisticated product is an up-sell, then combining the online product license with an online license for Office 365 or Dynamics is a cross-sell.

Configure up-sell and cross-sell settings for products

Now, let’s set up the upsell. First, create one upgraded product in advance. Go to “Settings” - “Product Catalog” and open “Products and Families”.

Now, add a product. In this case, we will create an upgraded version of the online-only license Lite, Professional. First, let’s duplicate this product. Check the product box.

Click the “Duplicate” button.

On the Create Product screen, create an upgrade product for Professional.

Also, in the price list item, set the price. Without this setting, you will not be able to select the product in the sales case.

In this case, since it is Professional, we will set a fixed amount of 15,000 yen, and save it without setting a discount table.

Next, open this online-only license Lite and create a new association by clicking the “+” button in “Product Associations”.

Select Online Product License Professional as the “Related Products” and save it with “Sales Associate Type” as Upsell and “Direction” as One Direction (only one direction can be set for Upsell Direction).

After doing so, the following association was made to the product.

Now, set Cross Sell at the same time. In the same way, click the “+” button to go to the Add screen, select CRM Online License as the “Related Products”, and save it with “Cross Sell” as the “Sales Association Type” and “Direction” as “Bi-directional”.

The configuration is now complete.

Use up-sell and cross-sell products related to the products in the sales case.

Now, let’s set up the configured up-sell and cross-sell products in the sales form. Open the sales case and click on the “+” button under “Product line”. There you will first set up the online product license Lite. Complete the property settings beforehand.

Here, in the right column, you will see “Recommendations”, click on it.

The products set for cross-selling and up-selling are displayed.

Click on the “Pick” of the item you want to add, and the “Selected” count in the lower left corner of the screen will be set to “1”. The more you click, the higher the count. When the selection is complete, click the “Add to List” button.

This will allow you to add related products that you have set up for cross-selling or up-selling to your proposal.

This relevance setting is very useful for companies that manage multiple products and services. By setting up related products, cross-selling and up-selling activities will not be overlooked and you can expect to improve the profitability of your sales activities.

That’s it for this article.