{"id":27464,"date":"2026-06-02T16:19:02","date_gmt":"2026-06-02T09:19:02","guid":{"rendered":"https:\/\/base.vn\/blog\/?p=27464"},"modified":"2026-06-02T16:19:04","modified_gmt":"2026-06-02T09:19:04","slug":"up-selling-cross-selling","status":"publish","type":"post","link":"https:\/\/base.vn\/blog\/up-selling-cross-selling\/","title":{"rendered":"Up-selling, Cross-selling l\u00e0 g\u00ec? 15+ B\u00ed quy\u1ebft t\u0103ng doanh thu v\u01b0\u1ee3t tr\u1ed9i"},"content":{"rendered":"\n

Up-selling (b\u00e1n th\u00eam)<\/strong> v\u00e0 Cross-selling (b\u00e1n ch\u00e9o)<\/strong> l\u00e0 hai k\u1ef9 thu\u1eadt b\u00e1n h\u00e0ng tinh t\u1ebf, \u0111\u01b0\u1ee3c \u1ee9ng d\u1ee5ng ph\u1ed5 bi\u1ebfn trong c\u1ea3 l\u0129nh v\u1ef1c B2C v\u00e0 B2B. Trong n\u1ed9i dung d\u01b0\u1edbi \u0111\u00e2y, h\u00e3y c\u00f9ng Base.vn<\/a> kh\u00e1m ph\u00e1 chi ti\u1ebft v\u1ec1 \u0111\u1ecbnh ngh\u0129a, m\u1ee5c ti\u00eau c\u1ee7a l\u01b0\u1ee3c ph\u01b0\u01a1ng ph\u00e1p b\u00e1n h\u00e0ng n\u00e0y. \u0110\u1ed3ng th\u1eddi, b\u00e0i vi\u1ebft c\u0169ng s\u1ebd g\u1ee3i \u00fd c\u00e1c b\u00ed quy\u1ebft gi\u00fap doanh nghi\u1ec7p v\u1eadn d\u1ee5ng b\u00e1n th\u00eam, b\u00e1n ch\u00e9o m\u1ed9t c\u00e1ch hi\u1ec7u qu\u1ea3 v\u00e0 kh\u00e9o l\u00e9o, \u0111i k\u00e8m v\u1edbi nh\u1eefng v\u00ed d\u1ee5 minh h\u1ecda d\u1ec5 hi\u1ec3u.<\/p>\n\n\n\n

1. T\u00ecm hi\u1ec3u Up-selling, Cross-selling l\u00e0 g\u00ec?<\/h2>\n\n\n\n

1.1 Up-selling l\u00e0 g\u00ec?<\/h3>\n\n\n\n

Up-selling<\/strong>, hay b\u00e1n th\u00eam<\/strong>, l\u00e0 m\u1ed9t k\u1ef9 n\u0103ng b\u00e1n h\u00e0ng<\/a> m\u00e0 trong \u0111\u00f3 nh\u00e2n vi\u00ean khuy\u1ebfn kh\u00edch kh\u00e1ch h\u00e0ng mua phi\u00ean b\u1ea3n cao c\u1ea5p h\u01a1n ho\u1eb7c b\u1ed5 sung c\u00e1c t\u00ednh n\u0103ng v\u01b0\u1ee3t tr\u1ed9i h\u01a1n c\u1ee7a s\u1ea3n ph\u1ea9m\/d\u1ecbch v\u1ee5 m\u00e0 kh\u00e1ch h\u00e0ng \u0111ang quan t\u00e2m. M\u1ee5c ti\u00eau c\u1ee7a b\u00e1n th\u00eam l\u00e0 nh\u1eb1m t\u1ed1i \u0111a h\u00f3a gi\u00e1 tr\u1ecb giao d\u1ecbch v\u00e0 gia t\u0103ng doanh thu b\u1eb1ng c\u00e1ch thuy\u1ebft ph\u1ee5c kh\u00e1ch h\u00e0ng l\u1ef1a ch\u1ecdn s\u1ea3n ph\u1ea9m\/d\u1ecbch v\u1ee5 c\u00f3 gi\u00e1 tr\u1ecb cao h\u01a1n.<\/p>\n\n\n\n

V\u00ed d\u1ee5: Khi kh\u00e1ch h\u00e0ng d\u1ef1 \u0111\u1ecbnh mua m\u1ed9t chi\u1ebfc \u0111i\u1ec7n tho\u1ea1i c\u00f3 dung l\u01b0\u1ee3ng 64GB, nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng c\u00f3 th\u1ec3 g\u1ee3i \u00fd h\u1ecd l\u1ef1a ch\u1ecdn phi\u00ean b\u1ea3n 128GB v\u1edbi m\u1ee9c gi\u00e1 cao h\u01a1n, nh\u1eb1m mang l\u1ea1i tr\u1ea3i nghi\u1ec7m l\u01b0u tr\u1eef d\u1eef li\u1ec7u, h\u00ecnh \u1ea3nh v\u00e0 video t\u1ed1t h\u01a1n.<\/p>\n\n\n\n

1.2 Cross-selling l\u00e0 g\u00ec?<\/h3>\n\n\n\n

Cross-selling<\/strong>, hay b\u00e1n ch\u00e9o<\/strong>, l\u00e0 k\u1ef9 thu\u1eadt kh\u00e9o l\u00e9o g\u1ee3i \u00fd kh\u00e1ch h\u00e0ng mua k\u00e8m c\u00e1c s\u1ea3n ph\u1ea9m\/d\u1ecbch v\u1ee5 b\u1ed5 sung \u0111\u1ec3 ho\u00e0n thi\u1ec7n tr\u1ea3i nghi\u1ec7m v\u1edbi s\u1ef1 l\u1ef1a ch\u1ecdn ban \u0111\u1ea7u c\u1ee7a h\u1ecd. Nh\u1eefng s\u1ea3n ph\u1ea9m\/d\u1ecbch v\u1ee5 \u0111\u01b0\u1ee3c \u0111\u1ec1 xu\u1ea5t th\u01b0\u1eddng li\u00ean quan m\u1eadt thi\u1ebft v\u1edbi nh\u1eefng g\u00ec kh\u00e1ch h\u00e0ng \u0111\u00e3 ho\u1eb7c s\u1eafp mua.<\/p>\n\n\n\n

V\u00ed d\u1ee5: Khi kh\u00e1ch h\u00e0ng ch\u1ecdn mua m\u1ed9t chi\u1ebfc m\u00e1y \u1ea3nh, nh\u00e2n vi\u00ean s\u1ebd t\u01b0 v\u1ea5n v\u00e0 g\u1ee3i \u00fd h\u1ecd mua th\u00eam \u1ed1ng k\u00ednh v\u00e0 th\u1ebb nh\u1edb.<\/p>\n\n\n

\n
\"Up-selling,
Up-selling, Cross-selling l\u00e0 g\u00ec?<\/em><\/figcaption><\/figure><\/div>\n\n\n

2. Up-selling v\u00e0 Cross-selling kh\u00e1c nhau nh\u01b0 th\u1ebf n\u00e0o?<\/h2>\n\n\n\n

M\u1eb7c d\u00f9 c\u1ea3 up-selling v\u00e0 cross-selling \u0111\u1ec1u nh\u1eb1m m\u1ee5c \u0111\u00edch t\u0103ng gi\u00e1 tr\u1ecb c\u1ee7a \u0111\u01a1n h\u00e0ng ho\u1eb7c giao d\u1ecbch, nh\u01b0ng m\u1ed7i k\u1ef9 thu\u1eadt l\u1ea1i c\u00f3 c\u00e1ch ti\u1ebfp c\u1eadn kh\u00e1c nhau:<\/p>\n\n\n\n

Up-selling t\u1eadp trung v\u00e0o vi\u1ec7c n\u00e2ng c\u1ea5p s\u1ea3n ph\u1ea9m m\u00e0 kh\u00e1ch h\u00e0ng \u0111ang c\u00e2n nh\u1eafc, nh\u1eb1m mang l\u1ea1i phi\u00ean b\u1ea3n cao c\u1ea5p h\u01a1n ho\u1eb7c nhi\u1ec1u t\u00ednh n\u0103ng h\u01a1n. Trong khi \u0111\u00f3, cross-selling li\u00ean quan \u0111\u1ebfn vi\u1ec7c \u0111\u1ec1 xu\u1ea5t c\u00e1c s\u1ea3n ph\u1ea9m b\u1ed5 tr\u1ee3 thu\u1ed9c danh m\u1ee5c kh\u00e1c.<\/p>\n\n\n\n

V\u00ed d\u1ee5: Khi kh\u00e1ch h\u00e0ng mua m\u1ed9t ph\u1ea7n m\u1ec1m l\u01b0u tr\u1eef th\u00f4ng tin nh\u00e2n vi\u00ean, up-selling s\u1ebd g\u1ee3i \u00fd h\u1ecd mua phi\u00ean b\u1ea3n cao c\u1ea5p h\u01a1n c\u1ee7a ph\u1ea7n m\u1ec1m v\u1edbi c\u00e1c t\u00ednh n\u0103ng m\u1edf r\u1ed9ng. Trong khi \u0111\u00f3, cross-selling \u0111\u1ec1 xu\u1ea5t kh\u00e1ch h\u00e0ng mua th\u00eam c\u00f4ng c\u1ee5 ch\u1ea5m c\u00f4ng \u2013 t\u00ednh l\u01b0\u01a1ng t\u1ef1 \u0111\u1ed9ng \u0111\u1ec3 t\u1ed1i \u01b0u h\u00f3a h\u1ec7 th\u1ed1ng qu\u1ea3n tr\u1ecb nh\u00e2n s\u1ef1.<\/p>\n\n\n\n

Ngo\u00e0i ra, v\u00ed d\u1ee5 tr\u00ean c\u0169ng cho th\u1ea5y, doanh nghi\u1ec7p c\u00f3 th\u1ec3 k\u1ebft h\u1ee3p c\u1ea3 b\u00e1n th\u00eam (up-selling) v\u00e0 b\u00e1n ch\u00e9o (cross-selling) trong chi\u1ebfn l\u01b0\u1ee3c kinh doanh c\u1ee7a m\u00ecnh. Tuy nhi\u00ean, \u0111\u1ec3 \u0111\u1ea1t hi\u1ec7u qu\u1ea3, \u0111i\u1ec1u quan tr\u1ecdng l\u00e0 ph\u1ea3i th\u1ea5u hi\u1ec3u nhu c\u1ea7u v\u00e0 mong mu\u1ed1n c\u1ee7a kh\u00e1ch h\u00e0ng, t\u1eeb \u0111\u00f3 \u0111\u01b0a ra nh\u1eefng g\u1ee3i \u00fd ph\u00f9 h\u1ee3p. \u0110i\u1ec1u n\u00e0y gi\u00fap kh\u00e1ch h\u00e0ng nh\u1eadn th\u1ea5y gi\u00e1 tr\u1ecb th\u1ef1c s\u1ef1 t\u1eeb c\u00e1c \u0111\u1ec1 xu\u1ea5t, thay v\u00ec coi \u0111\u00f3 ch\u1ec9 l\u00e0 \u201cchi\u00eau tr\u00f2 th\u01b0\u01a1ng m\u1ea1i\u201d.<\/p>\n\n\n\n

3. T\u1ea1i sao Up-selling v\u00e0 Cross-selling quan tr\u1ecdng \u0111\u1ed1i v\u1edbi ho\u1ea1t \u0111\u1ed9ng kinh doanh?<\/h2>\n\n\n\n

\u2013 T\u0103ng LTV, L\u1ee3i nhu\u1eadn v\u00e0 ROI:<\/strong><\/p>\n\n\n\n

M\u1ed9t nghi\u00ean c\u1ee9u ch\u1ec9 ra r\u1eb1ng 80% l\u1ee3i nhu\u1eadn trong t\u01b0\u01a1ng lai c\u1ee7a doanh nghi\u1ec7p<\/a> \u0111\u1ebfn t\u1eeb 20% kh\u00e1ch h\u00e0ng hi\u1ec7n t\u1ea1i. Do \u0111\u00f3, vi\u1ec7c t\u1eadp trung n\u1ed7 l\u1ef1c v\u00e0o kh\u00e1ch h\u00e0ng hi\u1ec7n c\u00f3 th\u00f4ng qua b\u00e1n th\u00eam v\u00e0 b\u00e1n ch\u00e9o kh\u00f4ng ch\u1ec9 d\u1ec5 th\u1ef1c hi\u1ec7n h\u01a1n m\u00e0 c\u00f2n mang l\u1ea1i hi\u1ec7u qu\u1ea3 cao h\u01a1n so v\u1edbi vi\u1ec7c t\u00ecm ki\u1ebfm kh\u00e1ch h\u00e0ng m\u1edbi. B\u1eb1ng c\u00e1ch b\u00e1n th\u00eam, doanh nghi\u1ec7p c\u00f3 th\u1ec3 t\u0103ng gi\u00e1 tr\u1ecb tr\u1ecdn \u0111\u1eddi c\u1ee7a kh\u00e1ch h\u00e0ng (CLV)<\/a> \u2013 t\u1ed5ng doanh thu m\u00e0 m\u1ed9t kh\u00e1ch h\u00e0ng mang l\u1ea1i trong su\u1ed1t th\u1eddi gian g\u1eafn b\u00f3 v\u1edbi th\u01b0\u01a1ng hi\u1ec7u.<\/p>\n\n\n\n

H\u01a1n n\u1eefa, vi\u1ec7c c\u00f3 \u0111\u01b0\u1ee3c m\u1ed9t kh\u00e1ch h\u00e0ng m\u1edbi th\u01b0\u1eddng t\u1ed1n k\u00e9m h\u01a1n r\u1ea5t nhi\u1ec1u so v\u1edbi vi\u1ec7c gi\u1eef ch\u00e2n m\u1ed9t kh\u00e1ch h\u00e0ng hi\u1ec7n t\u1ea1i. V\u00ec l\u1ebd \u0111\u00f3, b\u00e1n th\u00eam v\u00e0 b\u00e1n ch\u00e9o gi\u00fap ti\u1ebft ki\u1ec7m chi ph\u00ed ti\u1ebfp th\u1ecb b\u1eb1ng c\u00e1ch khai th\u00e1c t\u1ed1i \u0111a ti\u1ec1m n\u0103ng t\u1eeb kh\u00e1ch h\u00e0ng hi\u1ec7n t\u1ea1i, thay v\u00ec thu h\u00fat kh\u00e1ch h\u00e0ng m\u1edbi. Nh\u1edd v\u1eady, doanh nghi\u1ec7p c\u00f3 th\u1ec3 c\u1ea3i thi\u1ec7n l\u1ee3i nhu\u1eadn v\u00e0 t\u0103ng l\u1ee3i t\u1ee9c \u0111\u1ea7u t\u01b0 (ROI)<\/a>.<\/p>\n\n\n\n

\u2013 Th\u00fac \u0111\u1ea9y l\u00f2ng trung th\u00e0nh c\u1ee7a kh\u00e1ch h\u00e0ng:<\/strong><\/p>\n\n\n\n

B\u00e1n th\u00eam v\u00e0 b\u00e1n ch\u00e9o kh\u00f4ng ch\u1ec9 \u0111\u01a1n thu\u1ea7n l\u00e0 c\u1ed1 g\u1eafng b\u00e1n nhi\u1ec1u s\u1ea3n ph\u1ea9m\/d\u1ecbch v\u1ee5 cho kh\u00e1ch h\u00e0ng. \u0110\u1ec3 chi\u1ebfn l\u01b0\u1ee3c th\u1ef1c s\u1ef1 hi\u1ec7u qu\u1ea3, nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng c\u1ea7n ph\u1ea3i th\u1ea5u hi\u1ec3u kh\u00e1ch h\u00e0ng m\u1ed9t c\u00e1ch s\u00e2u s\u1eafc: h\u1ecd l\u00e0 ai, nhu c\u1ea7u c\u1ee5 th\u1ec3 c\u1ee7a h\u1ecd l\u00e0 g\u00ec v\u00e0 \u0111i\u1ec1u g\u00ec quan tr\u1ecdng \u0111\u1ed1i v\u1edbi h\u1ecd. D\u1ef1a tr\u00ean d\u1eef li\u1ec7u n\u00e0y, nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng c\u00f3 th\u1ec3 c\u00e1 nh\u00e2n h\u00f3a c\u00e1c khuy\u1ebfn ngh\u1ecb v\u1ec1 s\u1ea3n ph\u1ea9m v\u00e0 d\u1ecbch v\u1ee5 theo nhu c\u1ea7u c\u1ee5 th\u1ec3 c\u1ee7a kh\u00e1ch h\u00e0ng.<\/p>\n\n\n\n

\u0110\u01b0\u01a1ng nhi\u00ean, s\u1ef1 th\u1ea5u hi\u1ec3u, quan t\u00e2m v\u00e0 ch\u0103m s\u00f3c t\u1eadn t\u00ecnh n\u00e0y s\u1ebd \u0111em l\u1ea1i cho kh\u00e1ch h\u00e0ng c\u1ea3m gi\u00e1c \u0111\u01b0\u1ee3c tr\u00e2n tr\u1ecdng, t\u1eeb \u0111\u00f3, kh\u00f4ng ch\u1ec9 l\u00e0m t\u0103ng kh\u1ea3 n\u0103ng b\u00e1n th\u00eam v\u00e0 b\u00e1o ch\u00e9o th\u00e0nh c\u00f4ng m\u00e0 c\u00f2n th\u00fac \u0111\u1ea9y l\u00f2ng trung th\u00e0nh l\u00e2u d\u00e0i.<\/p>\n\n\n\n

C\u0169ng ch\u00ednh v\u00ec v\u1eady, \u0111\u1ec3 h\u1ed7 tr\u1ee3 nh\u00e2n hi\u1ec3u r\u00f5 k\u1ef3 v\u1ecdng c\u1ee7a kh\u00e1ch h\u00e0ng, vi\u1ec7c \u0111\u1ea7u t\u01b0 v\u00e0o m\u1ed9t n\u1ec1n t\u1ea3ng CRM<\/a> th\u00f4ng minh, ti\u00eau bi\u1ec3u nh\u01b0 Base CRM, l\u00e0 \u0111i\u1ec1u kh\u00f4ng th\u1ec3 thi\u1ebfu. C\u00f4ng c\u1ee5 n\u00e0y kh\u00f4ng ch\u1ec9 cho ph\u00e9p nh\u00e2n vi\u00ean l\u01b0u tr\u1eef h\u1ed3 s\u01a1 kh\u00e1ch h\u00e0ng, m\u00e0 c\u00f2n theo d\u00f5i h\u00e0nh vi v\u00e0 t\u01b0\u01a1ng t\u00e1c c\u1ee7a h\u1ecd, t\u1eeb \u0111\u00f3 t\u1ea1o ra nh\u1eefng tr\u1ea3i nghi\u1ec7m c\u00e1 nh\u00e2n h\u00f3a tuy\u1ec7t v\u1eddi.<\/p>\n\n\n\n

\u2013 N\u00e2ng cao tr\u1ea3i nghi\u1ec7m linh ho\u1ea1t v\u00e0 ti\u1ec7n l\u1ee3i cho kh\u00e1ch h\u00e0ng:<\/strong><\/p>\n\n\n\n

Kh\u00e1ch h\u00e0ng th\u01b0\u1eddng \u01b0u ti\u00ean s\u1ef1 ti\u1ec7n l\u1ee3i v\u00e0 tin c\u1eady. V\u00ec v\u1eady, h\u1ecd c\u00f3 xu h\u01b0\u1edbng g\u1eafn b\u00f3 v\u1edbi nh\u1eefng doanh nghi\u1ec7p m\u00e0 h\u1ecd c\u1ea3m th\u1ea5y tin t\u01b0\u1edfng, thay v\u00ec d\u00e0nh th\u1eddi gian t\u00ecm ki\u1ebfm v\u00e0 th\u1eed nghi\u1ec7m c\u00e1c th\u01b0\u01a1ng hi\u1ec7u m\u1edbi. B\u1eb1ng c\u00e1ch cung c\u1ea5p c\u00e1c l\u1ef1a ch\u1ecdn b\u1ed5 sung h\u1eefu \u00edch th\u00f4ng qua b\u00e1n ch\u00e9o v\u00e0 b\u00e1n th\u00eam, doanh nghi\u1ec7p c\u00f3 th\u1ec3 mang l\u1ea1i s\u1ef1 linh ho\u1ea1t t\u1ed1i \u0111a cho kh\u00e1ch h\u00e0ng, \u0111\u1ed3ng th\u1eddi c\u1ee7ng c\u1ed1 ni\u1ec1m tin v\u00e0 s\u1ef1 h\u00e0i l\u00f2ng c\u1ee7a h\u1ecd v\u1edbi th\u01b0\u01a1ng hi\u1ec7u, t\u1ea1o n\u1ec1n t\u1ea3ng v\u1eefng ch\u1eafc cho t\u0103ng tr\u01b0\u1edfng doanh thu<\/a> d\u00e0i h\u1ea1n.<\/p>\n\n\n

\n
\"T\u1ea1i
T\u1ea1i sao Up-selling v\u00e0 Cross-selling quan tr\u1ecdng \u0111\u1ed1i v\u1edbi ho\u1ea1t \u0111\u1ed9ng kinh doanh?<\/em><\/figcaption><\/figure><\/div>\n\n\n

4. B\u1eadt m\u00ed 8 ph\u01b0\u01a1ng ph\u00e1p Up-selling kh\u00e9o l\u00e9o v\u00e0 hi\u1ec7u qu\u1ea3<\/h2>\n\n\n\n

4.1 L\u1ef1a ch\u1ecdn th\u1eddi \u0111i\u1ec3m th\u00edch h\u1ee3p \u0111\u1ec3 b\u00e1n th\u00eam<\/h3>\n\n\n\n

Tr\u01b0\u1edbc khi b\u00e1n th\u00eam, doanh nghi\u1ec7p c\u1ea7n x\u00e1c \u0111\u1ecbnh xem kh\u00e1ch h\u00e0ng c\u00f3 s\u1eb5n s\u00e0ng \u0111\u1ec3 mua th\u00eam hay ch\u01b0a. M\u1ed9t s\u1ed1 c\u00e1ch \u0111\u1ec3 x\u00e1c \u0111\u1ecbnh th\u1eddi \u0111i\u1ec3m ph\u00f9 h\u1ee3p cho vi\u1ec7c b\u00e1n th\u00eam bao g\u1ed3m:<\/p>\n\n\n\n

\u2013 Xem x\u00e9t d\u1ea5u hi\u1ec7u h\u00e0i l\u00f2ng c\u1ee7a kh\u00e1ch h\u00e0ng: <\/strong>Kh\u00e1ch h\u00e0ng h\u00e0i l\u00f2ng v\u1edbi giao d\u1ecbch ban \u0111\u1ea7u th\u01b0\u1eddng c\u00f3 xu h\u01b0\u1edbng c\u1edfi m\u1edf h\u01a1n khi \u0111\u01b0\u1ee3c gi\u1edbi thi\u1ec7u c\u00e1c s\u1ea3n ph\u1ea9m ho\u1eb7c d\u1ecbch v\u1ee5 n\u00e2ng c\u1ea5p.<\/p>\n\n\n\n

\u2013 X\u00e1c \u0111\u1ecbnh nhu c\u1ea7u c\u1ee7a kh\u00e1ch h\u00e0ng: <\/strong>N\u1ebfu kh\u00e1ch h\u00e0ng \u0111\u00e3 b\u00e0y t\u1ecf mong mu\u1ed1n v\u1ec1 c\u00e1c s\u1ea3n ph\u1ea9m ho\u1eb7c d\u1ecbch v\u1ee5 b\u1ed5 sung li\u00ean quan \u0111\u1ebfn giao d\u1ecbch ban \u0111\u1ea7u, \u0111\u00e2y l\u00e0 t\u00edn hi\u1ec7u r\u00f5 r\u00e0ng cho th\u1ea5y h\u1ecd s\u1eb5n s\u00e0ng l\u1eafng nghe c\u00e1c \u0111\u1ec1 xu\u1ea5t b\u00e1n th\u00eam.<\/p>\n\n\n\n

\u2013 \u0110\u00e1nh gi\u00e1 ng\u00e2n s\u00e1ch c\u1ee7a kh\u00e1ch h\u00e0ng: <\/strong>Kh\u00e1ch h\u00e0ng s\u1edf h\u1eefu ng\u00e2n s\u00e1ch l\u1edbn h\u01a1n ho\u1eb7c b\u00e0y t\u1ecf mong mu\u1ed1n chi ti\u00eau th\u00eam th\u01b0\u1eddng c\u00f3 kh\u1ea3 n\u0103ng ch\u1ea5p nh\u1eadn c\u00e1c g\u1ee3i \u00fd b\u00e1n th\u00eam.<\/p>\n\n\n\n

\u2013 Quan s\u00e1t m\u1ee9c \u0111\u1ed9 quan t\u00e2m: <\/strong>Khi kh\u00e1ch h\u00e0ng th\u1ec3 hi\u1ec7n s\u1ef1 h\u1ee9ng th\u00fa \u0111\u1eb7c bi\u1ec7t v\u1edbi m\u1ed9t s\u1ea3n ph\u1ea9m ho\u1eb7c d\u1ecbch v\u1ee5 c\u1ee5 th\u1ec3, h\u1ecd s\u1ebd d\u1ec5 ti\u1ebfp nh\u1eadn h\u01a1n v\u1edbi c\u00e1c \u0111\u1ec1 xu\u1ea5t n\u00e2ng c\u1ea5p ho\u1eb7c ti\u1ec7n \u00edch b\u1ed5 sung.<\/p>\n\n\n\n

\u2013 Xem x\u00e9t l\u1ecbch s\u1eed giao d\u1ecbch: <\/strong>Kh\u00e1ch h\u00e0ng \u0111\u00e3 t\u1eebng mua nhi\u1ec1u s\u1ea3n ph\u1ea9m c\u1ee7a doanh nghi\u1ec7p th\u01b0\u1eddng c\u00f3 m\u1ee9c \u0111\u1ed9 tin t\u01b0\u1edfng cao h\u01a1n, v\u00e0 h\u1ecd c\u00f3 xu h\u01b0\u1edbng c\u00e2n nh\u1eafc \u0111\u1ebfn c\u00e1c g\u1ee3i \u00fd b\u00e1n th\u00eam.<\/p>\n\n\n\n

B\u1eb1ng c\u00e1ch ch\u1ecdn \u0111\u00fang th\u1eddi \u0111i\u1ec3m \u0111\u1ec3 b\u00e1n th\u00eam d\u1ef1a tr\u00ean c\u00e1c y\u1ebfu t\u1ed1 tr\u00ean, doanh nghi\u1ec7p kh\u00f4ng ch\u1ec9 t\u0103ng c\u01a1 h\u1ed9i th\u00e0nh c\u00f4ng m\u00e0 c\u00f2n c\u00f3 th\u1ec3 tr\u00e1nh l\u00e0m phi\u1ec1n kh\u00e1ch h\u00e0ng, \u0111\u1ea3m b\u1ea3o m\u1ed9t tr\u1ea3i nghi\u1ec7m th\u1ef1c s\u1ef1 ph\u00f9 h\u1ee3p.<\/p>\n\n\n\n

4.2 Cung c\u1ea5p phi\u00ean b\u1ea3n cao c\u1ea5p c\u1ee7a s\u1ea3n ph\u1ea9m ho\u1eb7c d\u1ecbch v\u1ee5<\/h3>\n\n\n\n

\u0110\u01b0a ra c\u00e1c phi\u00ean b\u1ea3n cao c\u1ea5p c\u1ee7a s\u1ea3n ph\u1ea9m ho\u1eb7c d\u1ecbch v\u1ee5 l\u00e0 m\u1ed9t chi\u1ebfn l\u01b0\u1ee3c b\u00e1n th\u00eam th\u00f4ng minh, v\u00ec ch\u00fang cung c\u1ea5p c\u00e1c t\u00ednh n\u0103ng, l\u1ee3i \u00edch ho\u1eb7c \u0111\u1eb7c quy\u1ec1n v\u01b0\u1ee3t tr\u1ed9i h\u1ea5p d\u1eabn kh\u00e1ch h\u00e0ng. <\/p>\n\n\n\n

V\u00ed d\u1ee5: M\u1ed9t chi\u1ebfc m\u00e1y t\u00ednh x\u00e1ch tay phi\u00ean b\u1ea3n cao c\u1ea5p c\u00f3 th\u1ec3 c\u00f3 hi\u1ec7u su\u1ea5t m\u1ea1nh m\u1ebd h\u01a1n, dung l\u01b0\u1ee3ng l\u01b0u tr\u1eef l\u1edbn h\u01a1n ho\u1eb7c thi\u1ebft k\u1ebf sang tr\u1ecdng h\u01a1n. Trong khi \u0111\u00f3, m\u1ed9t d\u1ecbch v\u1ee5 b\u1ea3o hi\u1ec3m cao c\u1ea5p c\u00f3 th\u1ec3 cung c\u1ea5p \u01b0u ti\u00ean x\u1eed l\u00fd y\u00eau c\u1ea7u b\u1ed3i th\u01b0\u1eddng nhanh ch\u00f3ng v\u00e0 h\u1ed7 tr\u1ee3 t\u01b0 v\u1ea5n c\u00e1 nh\u00e2n 24\/7.<\/p>\n\n\n\n

B\u1eb1ng c\u00e1ch cung c\u1ea5p c\u00e1c phi\u00ean b\u1ea3n cao c\u1ea5p, doanh nghi\u1ec7p c\u00f3 th\u1ec3 thu h\u00fat nh\u1eefng kh\u00e1ch h\u00e0ng s\u1eb5n s\u00e0ng chi nhi\u1ec1u ti\u1ec1n h\u01a1n cho s\u1ea3n ph\u1ea9m ho\u1eb7c d\u1ecbch v\u1ee5 ch\u1ea5t l\u01b0\u1ee3ng cao h\u01a1n ho\u1eb7c \u0111\u1ed9c quy\u1ec1n h\u01a1n. Chi\u1ebfn l\u01b0\u1ee3c n\u00e0y \u0111\u1eb7c bi\u1ec7t hi\u1ec7u qu\u1ea3 \u0111\u1ed1i v\u1edbi nh\u1eefng kh\u00e1ch h\u00e0ng coi tr\u1ecdng ch\u1ea5t l\u01b0\u1ee3ng ho\u1eb7c \u0111ang t\u00ecm ki\u1ebfm s\u1ea3n ph\u1ea9m ho\u1eb7c d\u1ecbch v\u1ee5 \u0111\u00e1p \u1ee9ng nhu c\u1ea7u ho\u1eb7c s\u1edf th\u00edch \u0111\u1eb7c bi\u1ec7t c\u1ee7a h\u1ecd.<\/p>\n\n\n\n

4.3 V\u1eadn d\u1ee5ng c\u00e1c \u01b0u \u0111\u00e3i<\/h3>\n\n\n\n

Vi\u1ec7c cung c\u1ea5p c\u00e1c \u01b0u \u0111\u00e3i nh\u01b0 gi\u1ea3m gi\u00e1 ho\u1eb7c qu\u00e0 t\u1eb7ng mi\u1ec5n ph\u00ed c\u0169ng l\u00e0 m\u1ed9t c\u00e1ch t\u1ed1i \u01b0u \u0111\u1ec3 khuy\u1ebfn kh\u00edch kh\u00e1ch h\u00e0ng chuy\u1ec3n t\u1eeb phi\u00ean b\u1ea3n c\u01a1 b\u1ea3n l\u00ean c\u00e1c phi\u00ean b\u1ea3n cao c\u1ea5p h\u01a1n c\u1ee7a s\u1ea3n ph\u1ea9m ho\u1eb7c d\u1ecbch v\u1ee5.<\/p>\n\n\n\n

C\u00e1c \u01b0u \u0111\u00e3i n\u00e0y kh\u00f4ng ch\u1ec9 t\u1ea1o \u0111\u1ed9ng l\u1ef1c v\u1ec1 m\u1eb7t t\u00e0i ch\u00ednh m\u00e0 c\u00f2n l\u00e0m t\u0103ng gi\u00e1 tr\u1ecb c\u1ea3m nh\u1eadn c\u1ee7a s\u1ea3n ph\u1ea9m ho\u1eb7c d\u1ecbch v\u1ee5, khi\u1ebfn kh\u00e1ch h\u00e0ng c\u1ea3m th\u1ea5y h\u1ecd nh\u1eadn \u0111\u01b0\u1ee3c nhi\u1ec1u h\u01a1n so v\u1edbi nh\u1eefng g\u00ec b\u1ecf ra.<\/p>\n\n\n\n

V\u00ed d\u1ee5: \u0110\u1ed1i v\u1edbi kh\u00e1ch h\u00e0ng \u0111ang s\u1eed d\u1ee5ng t\u00e0i kho\u1ea3n mi\u1ec5n ph\u00ed, Spotify cung c\u1ea5p \u01b0u \u0111\u00e3i khi n\u00e2ng c\u1ea5p l\u00ean g\u00f3i Premium (nghe nh\u1ea1c kh\u00f4ng qu\u1ea3ng c\u00e1o): \u201cmua 3 th\u00e1ng ch\u1ec9 v\u1edbi 29,500 VND\u201d, thay v\u00ec m\u1ee9c gi\u00e1 th\u00f4ng th\u01b0\u1eddng l\u00e0 59,000 VND\/th\u00e1ng.<\/p>\n\n\n

\n
\"V\u1eadn
V\u1eadn d\u1ee5ng c\u00e1c \u01b0u \u0111\u00e3i \u0111\u1ec3 Up-Selling<\/em><\/figcaption><\/figure><\/div>\n\n\n

4.4 C\u00e1 nh\u00e2n h\u00f3a \u0111\u1ec1 xu\u1ea5t b\u00e1n th\u00eam<\/h3>\n\n\n\n

Thay v\u00ec \u00e1p d\u1ee5ng m\u1ed9t ph\u01b0\u01a1ng ph\u00e1p b\u00e1n th\u00eam cho t\u1ea5t c\u1ea3 m\u1ecdi ng\u01b0\u1eddi, doanh nghi\u1ec7p c\u1ea7n \u0111i\u1ec1u ch\u1ec9nh chi\u1ebfn l\u01b0\u1ee3c b\u00e1n h\u00e0ng d\u1ef1a tr\u00ean nhu c\u1ea7u v\u00e0 b\u1ed1i c\u1ea3nh ri\u00eang c\u1ee7a t\u1eebng kh\u00e1ch h\u00e0ng. Vi\u1ec7c cung c\u1ea5p c\u00e1c \u0111\u1ec1 xu\u1ea5t \u0111\u01b0\u1ee3c c\u00e1 nh\u00e2n h\u00f3a s\u1ebd gi\u00fap doanh nghi\u1ec7p t\u0103ng t\u1ef7 l\u1ec7 chuy\u1ec3n \u0111\u1ed5i, b\u1edfi v\u00ec kh\u00e1ch h\u00e0ng c\u1ea3m th\u1ea5y s\u1ea3n ph\u1ea9m ho\u1eb7c d\u1ecbch v\u1ee5 th\u1ef1c s\u1ef1 ph\u00f9 h\u1ee3p v\u1edbi nhu c\u1ea7u c\u1ee7a h\u1ecd.<\/p>\n\n\n\n

V\u00ed d\u1ee5: \u0110\u1ed1i v\u1edbi kh\u00e1ch h\u00e0ng th\u01b0\u1eddng xuy\u00ean v\u01b0\u1ee3t qu\u00e1 dung l\u01b0\u1ee3ng l\u01b0u tr\u1eef tr\u00ean iCloud, Apple s\u1ebd g\u1eedi email \u0111\u01b0\u1ee3c c\u00e1 nh\u00e2n h\u00f3a, g\u1ee3i \u00fd kh\u00e1ch h\u00e0ng n\u00e2ng c\u1ea5p l\u00ean g\u00f3i iCloud+, \u0111\u1ec3 c\u00f3 th\u1ec3 ti\u1ebfp t\u1ee5c sao l\u01b0u t\u00e0i li\u1ec7u, danh b\u1ea1 v\u00e0 d\u1eef li\u1ec7u quan tr\u1ecdng m\u00e0 kh\u00f4ng b\u1ecb gi\u00e1n \u0111o\u1ea1n.<\/p>\n\n\n\n

Ngo\u00e0i ra, khi s\u1eed d\u1ee5ng ph\u1ea7n m\u1ec1m CRM<\/a>, doanh nghi\u1ec7p c\u00f3 th\u1ec3 n\u1eafm r\u00f5 to\u00e0n b\u1ed9 c\u00e1c th\u00f4ng tin chi ti\u1ebft v\u1ec1 l\u1ecbch s\u1eed mua h\u00e0ng v\u00e0 m\u1ed1i quan t\u00e2m c\u1ee7a kh\u00e1ch h\u00e0ng. D\u1ef1a tr\u00ean nh\u1eefng d\u1eef li\u1ec7u n\u00e0y, doanh nghi\u1ec7p c\u00f3 th\u1ec3 g\u1eedi \u0111i nh\u1eefng th\u00f4ng \u0111i\u1ec7p v\u00e0 khuy\u1ebfn ngh\u1ecb \u0111\u01b0\u1ee3c c\u00e1 nh\u00e2n h\u00f3a, gi\u00fap t\u0103ng c\u01a1 h\u1ed9i th\u00e0nh c\u00f4ng cho chi\u1ebfn l\u01b0\u1ee3c up-sell.<\/p>\n\n\n\n

4.5 Hi\u1ec3u r\u00f5 ho\u1ea1t \u0111\u1ed9ng kinh doanh v\u00e0 nhu c\u1ea7u c\u1ee7a kh\u00e1ch h\u00e0ng B2B<\/h3>\n\n\n\n

Trong l\u0129nh v\u1ef1c B2B, vi\u1ec7c \u0111\u1ea7u t\u01b0 th\u1eddi gian \u0111\u1ec3 t\u00ecm hi\u1ec3u ho\u1ea1t \u0111\u1ed9ng kinh doanh c\u1ee7a kh\u00e1ch h\u00e0ng, c\u00e1c th\u00e1ch th\u1ee9c trong ng\u00e0nh v\u00e0 nhu c\u1ea7u \u0111\u1eb7c th\u00f9 c\u1ee7a h\u1ecd l\u00e0 y\u1ebfu t\u1ed1 then ch\u1ed1t \u0111\u1ec3 x\u00e1c \u0111\u1ecbnh c\u00e1c c\u01a1 h\u1ed9i b\u00e1n th\u00eam mang l\u1ea1i gi\u00e1 tr\u1ecb th\u1ef1c s\u1ef1.<\/p>\n\n\n\n

V\u00ed d\u1ee5: V\u1edbi kh\u00e1ch h\u00e0ng \u0111ang s\u1eed d\u1ee5ng ph\u1ea7n m\u1ec1m qu\u1ea3n l\u00fd d\u1ef1 \u00e1n c\u01a1 b\u1ea3n, \u0111i\u1ec1u c\u1ea7n l\u00e0m l\u00e0 ch\u1ec9 ra c\u00e1c t\u00ednh n\u0103ng v\u01b0\u1ee3t tr\u1ed9i c\u1ee7a phi\u00ean b\u1ea3n cao c\u1ea5p, ch\u1eb3ng h\u1ea1n nh\u01b0 kh\u1ea3 n\u0103ng x\u1eed l\u00fd c\u00e1c d\u1ef1 \u00e1n ph\u1ee9c t\u1ea1p h\u01a1n, gi\u00fap ti\u1ebft ki\u1ec7m nhi\u1ec1u th\u1eddi gian v\u00e0 chi ph\u00ed h\u01a1n, qua \u0111\u00f3 n\u00e2ng cao hi\u1ec7u qu\u1ea3 c\u00f4ng vi\u1ec7c cho kh\u00e1ch h\u00e0ng.<\/p>\n\n\n\n

4.6 Thi\u1ebft l\u1eadp ni\u1ec1m tin v\u00e0 uy t\u00edn<\/h3>\n\n\n\n

\u0110\u1ec3 kh\u00e1ch h\u00e0ng s\u1eb5n s\u00e0ng xem x\u00e9t c\u00e1c \u0111\u1ec1 xu\u1ea5t b\u00e1n th\u00eam, doanh nghi\u1ec7p c\u1ea7n x\u00e2y d\u1ef1ng m\u1ed1i quan h\u1ec7 d\u1ef1a tr\u00ean s\u1ef1 tin t\u01b0\u1edfng v\u00e0 chuy\u00ean m\u00f4n. Kh\u00e1ch h\u00e0ng th\u01b0\u1eddng s\u1ebd ch\u1ecdn l\u00e0m vi\u1ec7c v\u1edbi nh\u1eefng \u0111\u1ed1i t\u00e1c m\u00e0 h\u1ecd coi l\u00e0 c\u1ed1 v\u1ea5n \u0111\u00e1ng tin c\u1eady thay v\u00ec ch\u1ec9 l\u00e0 nh\u00e0 cung c\u1ea5p s\u1ea3n ph\u1ea9m. \u0110i\u1ec1u n\u00e0y \u0111\u1eb7c bi\u1ec7t quan tr\u1ecdng trong m\u00f4i tr\u01b0\u1eddng B2B.<\/p>\n\n\n\n

Chia s\u1ebb c\u00e1c c\u00e2u chuy\u1ec7n th\u00e0nh c\u00f4ng, l\u1eddi ch\u1ee9ng th\u1ef1c t\u1eeb kh\u00e1ch h\u00e0ng, v\u00e0 hi\u1ec3u bi\u1ebft v\u1ec1 ng\u00e0nh s\u1ebd gi\u00fap doanh nghi\u1ec7p tr\u1edf th\u00e0nh m\u1ed9t chuy\u00ean gia t\u01b0 v\u1ea5n \u0111\u00e1ng tin c\u1eady trong m\u1eaft kh\u00e1ch h\u00e0ng.<\/p>\n\n\n\n

V\u00ed d\u1ee5: H\u00e3y gi\u1edbi thi\u1ec7u r\u1eb1ng, m\u1ed9t c\u00f4ng ty trong c\u00f9ng ng\u00e0nh v\u1edbi kh\u00e1ch h\u00e0ng \u0111\u00e3 t\u1ed1i \u01b0u h\u00f3a ROI \u0111\u00e1ng k\u1ec3 t\u1eeb gi\u1ea3i ph\u00e1p m\u00e0 doanh nghi\u1ec7p b\u00e1n th\u00eam. \u0110\u00e2y ch\u00ednh l\u00e0 c\u00e1ch thuy\u1ebft ph\u1ee5c s\u1eafc b\u00e9n nh\u1ea5t.<\/p>\n\n\n\n

4.7 Gi\u1ea3i th\u00edch r\u00f5 gi\u00e1 tr\u1ecb v\u00e0 ROI<\/h3>\n\n\n\n

Khi th\u1ef1c hi\u1ec7n b\u00e1n th\u00eam B2B, \u0111i\u1ec1u quan tr\u1ecdng l\u00e0 ph\u1ea3i l\u00e0m r\u00f5 c\u00e1ch c\u00e1c s\u1ea3n ph\u1ea9m ho\u1eb7c d\u1ecbch v\u1ee5 n\u00e2ng c\u1ea5p s\u1ebd t\u1ea1o ra gi\u00e1 tr\u1ecb th\u1ef1c s\u1ef1 cho t\u1ed5 ch\u1ee9c c\u1ee7a kh\u00e1ch h\u00e0ng. C\u1ee5 th\u1ec3, gi\u1ea3i ph\u00e1p b\u00e1n th\u00eam \u0111em l\u1ea1i ROI nh\u01b0 th\u1ebf n\u00e0o, ho\u1eb7c c\u00e1c t\u00ednh n\u0103ng b\u1ed5 sung s\u1ebd gi\u00fap kh\u00e1ch h\u00e0ng gi\u1ea3i quy\u1ebft v\u1ea5n \u0111\u1ec1 hi\u1ec7n t\u1ea1i ra sao? H\u00e3y chu\u1ea9n b\u1ecb c\u00e1c ph\u00e2n t\u00edch n\u00e0y d\u1ef1a tr\u00ean d\u1eef li\u1ec7u th\u1ef1c t\u1ebf, \u0111\u1ed3ng th\u1eddi t\u00f3m t\u1eaft c\u00e1c l\u1ee3i \u00edch m\u1ed9t c\u00e1ch d\u1ec5 hi\u1ec3u \u0111\u1ec3 l\u00e0m c\u01a1 s\u1edf cho \u0111\u1ec1 xu\u1ea5t up-sell.<\/p>\n\n\n\n

V\u00ed d\u1ee5: M\u1ed9t doanh nghi\u1ec7p cung c\u1ea5p m\u00e1y in v\u0103n ph\u00f2ng c\u00f3 th\u1ec3 khuy\u1ebfn kh\u00edch kh\u00e1ch h\u00e0ng mua d\u00f2ng s\u1ea3n ph\u1ea9m cao c\u1ea5p h\u01a1n b\u1eb1ng c\u00e1ch ph\u00e2n t\u00edch: M\u1eb7c d\u00f9 gi\u00e1 b\u00e1n cao h\u01a1n, nh\u01b0ng m\u00e1y in cao c\u1ea5p c\u00f3 hi\u1ec7u su\u1ea5t in nhanh h\u01a1n v\u00e0 ti\u1ebft ki\u1ec7m m\u1ef1c t\u1ed1t h\u01a1n, n\u00ean doanh nghi\u1ec7p s\u1ebd c\u1eaft gi\u1ea3m \u0111\u01b0\u1ee3c 20% chi ph\u00ed in \u1ea5n m\u1ed7i th\u00e1ng v\u00e0 c\u1ea3i thi\u1ec7n ROI trong v\u00f2ng 6 th\u00e1ng. H\u01a1n n\u1eefa, s\u1ea3n ph\u1ea9m c\u00f2n \u0111\u01b0\u1ee3c b\u1ea3o h\u00e0nh mi\u1ec5n ph\u00ed tr\u1ecdn \u0111\u1eddi, gi\u00fap kh\u00e1ch h\u00e0ng gi\u1ea3m thi\u1ec3u chi ph\u00ed s\u1eeda ch\u1eefa v\u00e0 b\u1ea3o d\u01b0\u1ee1ng.<\/p>\n\n\n\n

4.8 Th\u01b0\u1eddng xuy\u00ean ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng B2B<\/h3>\n\n\n\n

Sau khi kh\u00e1ch h\u00e0ng mua s\u1ea3n ph\u1ea9m ho\u1eb7c d\u1ecbch v\u1ee5, doanh nghi\u1ec7p n\u00ean ch\u1ee7 \u0111\u1ed9ng \u201cfollow-up\u201d \u0111\u1ec3 ki\u1ec3m tra m\u1ee9c \u0111\u1ed9 h\u00e0i l\u00f2ng v\u00e0 l\u1eafng nghe b\u1ea5t k\u1ef3 c\u00e2u h\u1ecfi ho\u1eb7c nhu c\u1ea7u n\u00e0o kh\u00e1c m\u00e0 h\u1ecd c\u00f3. \u0110\u00e2y kh\u00f4ng ch\u1ec9 l\u00e0 c\u00e1ch th\u1ec3 hi\u1ec7n s\u1ef1 quan t\u00e2m, m\u00e0 c\u00f2n l\u00e0 c\u01a1 h\u1ed9i l\u00fd t\u01b0\u1edfng \u0111\u1ec3 gi\u1edbi thi\u1ec7u c\u00e1c s\u1ea3n ph\u1ea9m b\u1ed5 sung, ho\u1eb7c \u0111\u1ec1 xu\u1ea5t mua phi\u00ean b\u1ea3n n\u00e2ng c\u1ea5p ph\u00f9 h\u1ee3p v\u1edbi nhu c\u1ea7u hi\u1ec7n t\u1ea1i c\u1ee7a kh\u00e1ch h\u00e0ng.<\/p>\n\n\n\n

V\u00ed d\u1ee5: M\u1ed9t c\u00f4ng ty cung c\u1ea5p ph\u1ea7n m\u1ec1m k\u1ebf to\u00e1n c\u00f3 th\u1ec3 li\u00ean h\u1ec7 v\u1edbi kh\u00e1ch h\u00e0ng sau m\u1ed9t th\u00e1ng s\u1eed d\u1ee5ng \u0111\u1ec3 h\u1ecfi v\u1ec1 tr\u1ea3i nghi\u1ec7m ban \u0111\u1ea7u. N\u1ebfu kh\u00e1ch h\u00e0ng chia s\u1ebb r\u1eb1ng h\u1ecd \u0111ang m\u1edf r\u1ed9ng quy m\u00f4 ho\u1eb7c c\u1ea7n t\u00ednh n\u0103ng b\u00e1o c\u00e1o chi ti\u1ebft h\u01a1n, c\u00f4ng ty c\u00f3 th\u1ec3 gi\u1edbi thi\u1ec7u g\u00f3i n\u00e2ng c\u1ea5p v\u1edbi c\u00e1c t\u00ednh n\u0103ng b\u1ed5 sung nh\u01b0 t\u00edch h\u1ee3p c\u1ed5ng thanh to\u00e1n \u0111i\u1ec7n t\u1eed v\u00e0 ph\u00e2n t\u00edch t\u00e0i ch\u00ednh n\u00e2ng cao.<\/p>\n\n\n\n

\u0110\u1ecdc th\u00eam:<\/strong> CRM B2B l\u00e0 g\u00ec? Gi\u1ea3i ph\u00e1p qu\u1ea3n l\u00fd kh\u00e1ch h\u00e0ng cho doanh nghi\u1ec7p B2B<\/a><\/p>\n\n\n\n

5. Kh\u00e1m ph\u00e1 6 b\u00ed quy\u1ebft tri\u1ec3n khai Cross-selling th\u00e0nh c\u00f4ng<\/h2>\n\n\n\n

5.1 Gi\u1edbi h\u1ea1n s\u1ed1 l\u01b0\u1ee3ng s\u1ea3n ph\u1ea9m \u0111\u01b0\u1ee3c \u0111\u1ec1 xu\u1ea5t<\/h3>\n\n\n\n

C\u00f3 th\u1ec3 r\u1ea5t kh\u00f3 \u0111\u1ec3 thuy\u1ebft ph\u1ee5c kh\u00e1ch h\u00e0ng mua nhi\u1ec1u h\u01a1n s\u1ed1 l\u01b0\u1ee3ng s\u1ea3n ph\u1ea9m\/d\u1ecbch v\u1ee5 h\u1ecd d\u1ef1 \u0111\u1ecbnh ban \u0111\u1ea7u. Ch\u00ednh v\u00ec v\u1eady, doanh nghi\u1ec7p n\u00ean gi\u1edbi h\u1ea1n s\u1ed1 l\u01b0\u1ee3ng s\u1ea3n ph\u1ea9m ho\u1eb7c d\u1ecbch v\u1ee5 \u0111\u01b0\u1ee3c \u0111\u1ec1 xu\u1ea5t b\u00e1n ch\u00e9o trong 1-2 l\u1ef1a ch\u1ecdn thay v\u00ec \u0111\u01b0a ra qu\u00e1 nhi\u1ec1u. M\u1ed9t s\u1ed1 g\u1ee3i \u00fd \u0111\u01b0\u1ee3c ch\u1ecdn l\u1ecdc c\u1ea9n th\u1eadn s\u1ebd t\u0103ng c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng<\/a> th\u00e0nh c\u00f4ng m\u00e0 kh\u00f4ng l\u00e0m kh\u00e1ch h\u00e0ng b\u1ed1i r\u1ed1i ho\u1eb7c kh\u00f3 \u0111\u01b0a ra quy\u1ebft \u0111\u1ecbnh.<\/p>\n\n\n\n

V\u00ed d\u1ee5: GoDaddy, m\u1ed9t c\u00f4ng ty cung c\u1ea5p d\u1ecbch v\u1ee5 \u0111\u0103ng k\u00fd t\u00ean mi\u1ec1n v\u00e0 web hosting, gi\u1edbi h\u1ea1n c\u00e1c \u0111\u1ec1 xu\u1ea5t b\u00e1n ch\u00e9o c\u1ee7a m\u00ecnh ch\u1ec9 \u1edf 3 l\u1ef1a ch\u1ecdn. Khi kh\u00e1ch h\u00e0ng mua m\u1ed9t t\u00ean mi\u1ec1n, h\u1ec7 th\u1ed1ng s\u1ebd g\u1ee3i \u00fd c\u00e1c d\u1ecbch v\u1ee5 li\u00ean quan nh\u01b0 b\u1ea3o v\u1ec7 quy\u1ec1n s\u1edf h\u1eefu t\u00ean mi\u1ec1n, d\u1ecbch v\u1ee5 l\u01b0u tr\u1eef web ho\u1eb7c l\u01b0u tr\u1eef email, thay v\u00ec g\u1ee3i \u00fd t\u1ea5t c\u1ea3 c\u00e1c d\u1ecbch v\u1ee5 m\u00e0 c\u00f4ng ty \u0111ang cung c\u1ea5p.<\/p>\n\n\n\n

5.2 Linh ho\u1ea1t k\u1ebft h\u1ee3p s\u1ea3n ph\u1ea9m v\u00e0 d\u1ecbch v\u1ee5<\/h3>\n\n\n\n

Doanh nghi\u1ec7p c\u00f3 th\u1ec3 b\u00e1n ch\u00e9o m\u1ed9t s\u1ea3n ph\u1ea9m v\u1edbi s\u1ea3n ph\u1ea9m kh\u00e1c ho\u1eb7c m\u1ed9t d\u1ecbch v\u1ee5 v\u1edbi d\u1ecbch v\u1ee5 li\u00ean quan. V\u00ed d\u1ee5: M\u1ed9t c\u1eeda h\u00e0ng gi\u00e0y c\u00f3 th\u1ec3 khuy\u1ebfn kh\u00edch kh\u00e1ch h\u00e0ng mua th\u00eam ch\u1ea5t t\u1ea9y r\u1eeda gi\u00e0y thay v\u00ec m\u1ed9t \u0111\u00f4i gi\u00e0y m\u1edbi, ho\u1eb7c m\u1ed9t ti\u1ec7m r\u1eeda xe c\u00f3 th\u1ec3 g\u1ee3i \u00fd d\u1ecbch v\u1ee5 h\u00fat b\u1ee5i n\u1ed9i th\u1ea5t ho\u1eb7c ch\u0103m s\u00f3c xe cao c\u1ea5p.<\/p>\n\n\n\n

\u0110\u1ec3 s\u00e1ng t\u1ea1o h\u01a1n, doanh nghi\u1ec7p c\u00f3 th\u1ec3 k\u1ebft h\u1ee3p gi\u1eefa s\u1ea3n ph\u1ea9m v\u00e0 d\u1ecbch v\u1ee5. Ch\u1eb3ng h\u1ea1n, trong d\u1ecbp l\u1ec5 Gi\u00e1ng sinh, m\u1ed9t c\u1eeda h\u00e0ng b\u00e1ch h\u00f3a c\u00f3 th\u1ec3 cung c\u1ea5p d\u1ecbch v\u1ee5 g\u00f3i qu\u00e0 v\u1edbi chi ph\u00ed \u0111\u01b0\u1ee3c gi\u1ea3m so v\u1edbi ng\u00e0y th\u01b0\u1eddng.<\/p>\n\n\n\n

5.3 B\u00e1n s\u1ea3n ph\u1ea9m ho\u1eb7c d\u1ecbch v\u1ee5 theo combo<\/h3>\n\n\n\n

Doanh nghi\u1ec7p c\u00f3 th\u1ec3 t\u1ea1o ra c\u00e1c g\u00f3i s\u1ea3n ph\u1ea9m (combo) g\u1ed3m nh\u1eefng m\u1eb7t h\u00e0ng li\u00ean quan m\u00e0 kh\u00e1ch h\u00e0ng th\u01b0\u1eddng mua chung, v\u00e0 cung c\u1ea5p ch\u00fang v\u1edbi m\u1ed9t m\u1ee9c gi\u00e1 r\u1ebb h\u01a1n so v\u1edbi khi b\u00e1n t\u1eebng m\u00f3n ri\u00eang l\u1ebb. C\u00e1ch l\u00e0m n\u00e0y kh\u00f4ng ch\u1ec9 t\u1ea1o ra c\u1ea3m gi\u00e1c ti\u1ebft ki\u1ec7m m\u00e0 c\u00f2n khuy\u1ebfn kh\u00edch kh\u00e1ch h\u00e0ng mua th\u00eam c\u00e1c s\u1ea3n ph\u1ea9m kh\u00e1c b\u00ean c\u1ea1nh nhu c\u1ea7u ban \u0111\u1ea7u.<\/p>\n\n\n\n

V\u00ed d\u1ee5: M\u1ed9t th\u01b0\u01a1ng hi\u1ec7u m\u1ef9 ph\u1ea9m c\u00f3 th\u1ec3 b\u00e1n combo g\u1ed3m s\u1eefa r\u1eeda m\u1eb7t, toner v\u00e0 kem d\u01b0\u1ee1ng da v\u1edbi gi\u00e1 gi\u1ea3m so v\u1edbi khi mua l\u1ebb t\u1eebng s\u1ea3n ph\u1ea9m. Combo n\u00e0y s\u1ebd th\u00fac \u0111\u1ea9y kh\u00e1ch h\u00e0ng mua tr\u1ecdn b\u1ed9 ch\u0103m s\u00f3c da thay v\u00ec ch\u1ec9 m\u1ed9t m\u00f3n.<\/p>\n\n\n

\n
\"B\u00e1n
B\u00e1n s\u1ea3n ph\u1ea9m ho\u1eb7c d\u1ecbch v\u1ee5 theo combo<\/em><\/figcaption><\/figure><\/div>\n\n\n

5.4 C\u00e1 nh\u00e2n h\u00f3a ho\u1ea1t \u0111\u1ed9ng b\u00e1n ch\u00e9o B2B<\/h3>\n\n\n\n

T\u01b0\u01a1ng t\u1ef1 nh\u01b0 b\u00e1n th\u00eam, \u0111\u1ec3 th\u00e0nh c\u00f4ng trong ho\u1ea1t \u0111\u1ed9ng b\u00e1n ch\u00e9o B2B, doanh nghi\u1ec7p c\u1ea7n \u0111\u01b0a ra nh\u1eefng g\u1ee3i \u00fd c\u00e1 nh\u00e2n h\u00f3a, mang l\u1ea1i gi\u00e1 tr\u1ecb th\u1ef1c s\u1ef1 cho kh\u00e1ch h\u00e0ng c\u1ee7a m\u00ecnh. \u0110i\u1ec1u n\u00e0y \u0111\u00f2i h\u1ecfi s\u1ef1 hi\u1ec3u bi\u1ebft s\u00e2u s\u1eafc v\u1ec1 nhu c\u1ea7u v\u00e0 m\u1ed1i quan t\u00e2m c\u1ee7a t\u1eebng kh\u00e1ch h\u00e0ng.<\/p>\n\n\n\n

Sau \u0111\u00e2y l\u00e0 c\u00e1ch th\u1ef1c hi\u1ec7n:<\/p>\n\n\n\n

\u2013 S\u1eed d\u1ee5ng d\u1eef li\u1ec7u CRM \u0111\u1ec3 kh\u00e1m ph\u00e1 l\u1ecbch s\u1eed mua h\u00e0ng, h\u00e0nh vi t\u01b0\u01a1ng t\u00e1c v\u00e0 \u201c\u0111i\u1ec3m \u0111au\u201d c\u1ee7a m\u1ed7i t\u00e0i kho\u1ea3n kh\u00e1ch h\u00e0ng. T\u00ecm ki\u1ebfm c\u00e1c xu h\u01b0\u1edbng, ch\u1eb3ng h\u1ea1n nh\u01b0 nh\u1eefng s\u1ea3n ph\u1ea9m th\u01b0\u1eddng \u0111\u01b0\u1ee3c mua k\u00e8m nhau. \u0110i\u1ec1u n\u00e0y \u0111\u1eb7c bi\u1ec7t quan tr\u1ecdng trong chi\u1ebfn l\u01b0\u1ee3c th\u00e2m nh\u1eadp th\u1ecb tr\u01b0\u1eddng ho\u1eb7c th\u01b0\u01a1ng m\u1ea1i \u0111i\u1ec7n t\u1eed qu\u1ed1c t\u1ebf, n\u01a1i kh\u00e1ch h\u00e0ng c\u00f3 th\u1ec3 c\u00f3 c\u00e1c nhu c\u1ea7u r\u1ea5t kh\u00e1c bi\u1ec7t.<\/p>\n\n\n\n

V\u00ed d\u1ee5: Khi ph\u00e2n t\u00edch d\u1eef li\u1ec7u, doanh nghi\u1ec7p th\u1ea5y r\u1eb1ng nh\u1eefng kh\u00e1ch h\u00e0ng mua s\u1ea3n ph\u1ea9m A th\u00ec th\u01b0\u1eddng mua k\u00e8m s\u1ea3n ph\u1ea9m B. D\u1ef1a v\u00e0o xu h\u01b0\u1edbng n\u00e0y, doanh nghi\u1ec7p c\u00f3 th\u1ec3 g\u1ee3i \u00fd s\u1ea3n ph\u1ea9m B cho c\u00e1c kh\u00e1ch h\u00e0ng kh\u00e1c mua s\u1ea3n ph\u1ea9m A.<\/p>\n\n\n\n

\u2013 C\u00e1c n\u1ec1n t\u1ea3ng th\u01b0\u01a1ng m\u1ea1i \u0111i\u1ec7n t\u1eed B2B v\u00e0 CRM hi\u1ec7n nay th\u01b0\u1eddng t\u00edch h\u1ee3p t\u00ednh n\u0103ng theo d\u00f5i h\u00e0nh vi v\u00e0 \u0111\u01b0a ra \u0111\u1ec1 xu\u1ea5t th\u00f4ng minh. S\u1eed d\u1ee5ng c\u00e1c c\u00f4ng c\u1ee5 n\u00e0y \u0111\u1ec3 h\u1ed7 tr\u1ee3 vi\u1ec7c c\u00e1 nh\u00e2n h\u00f3a c\u00e1c g\u1ee3i \u00fd b\u00e1n ch\u00e9o.<\/p>\n\n\n\n

\u2013 \u0110\u01b0a ra \u0111\u1ec1 xu\u1ea5t c\u1ee5 th\u1ec3. \u0110\u1eebng g\u1ee3i \u00fd m\u1ed9t c\u00e1ch ng\u1eabu nhi\u00ean, h\u00e3y t\u1eadp trung v\u00e0o nh\u1eefng s\u1ea3n ph\u1ea9m c\u00f3 li\u00ean quan v\u00e0 mang l\u1ea1i gi\u00e1 tr\u1ecb thi\u1ebft th\u1ef1c cho kh\u00e1ch h\u00e0ng. V\u00ed d\u1ee5: V\u1edbi m\u1ed9t ti\u1ec7m spa th\u01b0\u1eddng \u0111\u1eb7t s\u1ed1 l\u01b0\u1ee3ng l\u1edbn d\u1ea7u massage, h\u00e3y \u0111\u1ec1 xu\u1ea5t mua th\u00eam kh\u0103n tr\u1ea3i gi\u01b0\u1eddng ho\u1eb7c n\u1ebfn th\u01a1m.<\/p>\n\n\n\n

L\u01b0u \u00fd: \u0110\u1ea3m b\u1ea3o \u0111\u1ed9i ng\u0169 ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng n\u1eafm r\u00f5 m\u1ee5c ti\u00eau v\u00e0 th\u00e1ch th\u1ee9c c\u1ee7a t\u1eebng kh\u00e1ch h\u00e0ng. \u0110i\u1ec1u n\u00e0y kh\u00f4ng ch\u1ec9 n\u00e2ng cao ch\u1ea5t l\u01b0\u1ee3ng h\u1ed7 tr\u1ee3 m\u00e0 c\u00f2n gi\u00fap nh\u00f3m CSKH \u0111\u01b0a ra c\u00e1c \u0111\u1ec1 xu\u1ea5t b\u00e1n ch\u00e9o ph\u00f9 h\u1ee3p h\u01a1n khi c\u1ea7n.<\/p>\n\n\n\n

5.5 X\u00e2y d\u1ef1ng ng\u01b0\u1ee1ng \u0111\u01a1n h\u00e0ng B2B<\/h3>\n\n\n\n

Ng\u01b0\u1ee1ng \u0111\u01a1n h\u00e0ng (order thresholds) l\u00e0 m\u1ee9c chi ti\u00eau t\u1ed1i thi\u1ec3u m\u00e0 kh\u00e1ch h\u00e0ng c\u1ea7n \u0111\u1ea1t \u0111\u1ec3 h\u01b0\u1edfng c\u00e1c \u01b0u \u0111\u00e3i nh\u01b0 chi\u1ebft kh\u1ea5u, mi\u1ec5n ph\u00ed v\u1eadn chuy\u1ec3n ho\u1eb7c qu\u00e0 t\u1eb7ng \u0111\u1eb7c bi\u1ec7t. B\u1eb1ng c\u00e1ch thi\u1ebft l\u1eadp ng\u01b0\u1ee1ng \u0111\u01a1n h\u00e0ng m\u1ed9t c\u00e1ch chi\u1ebfn l\u01b0\u1ee3c, doanh nghi\u1ec7p c\u00f3 th\u1ec3 khuy\u1ebfn kh\u00edch kh\u00e1ch h\u00e0ng mua th\u00eam s\u1ea3n ph\u1ea9m ho\u1eb7c d\u1ecbch v\u1ee5, qua \u0111\u00f3 gia t\u0103ng gi\u00e1 tr\u1ecb \u0111\u01a1n h\u00e0ng trung b\u00ecnh v\u00e0 t\u1ea1o c\u01a1 h\u1ed9i b\u00e1n ch\u00e9o.<\/p>\n\n\n\n

Chi\u1ebfn l\u01b0\u1ee3c n\u00e0y \u0111\u1eb7c bi\u1ec7t ph\u00f9 h\u1ee3p v\u1edbi c\u00e1c nh\u00e0 b\u00e1n bu\u00f4n, nh\u00e0 s\u1ea3n xu\u1ea5t ho\u1eb7c nh\u00e0 cung c\u1ea5p x\u1eed l\u00fd \u0111\u01a1n h\u00e0ng s\u1ed1 l\u01b0\u1ee3ng l\u1edbn.<\/p>\n\n\n\n

V\u00ed d\u1ee5: M\u1ed9t c\u00f4ng ty cung \u1ee9ng bao b\u00ec c\u00f3 th\u1ec3 \u00e1p d\u1ee5ng ch\u00ednh s\u00e1ch gi\u1ea3m gi\u00e1 10% cho c\u00e1c h\u1ee3p \u0111\u1ed3ng tr\u00ean 200 tri\u1ec7u \u0111\u1ed3ng. \u01afu \u0111\u00e3i n\u00e0y s\u1ebd th\u00fac \u0111\u1ea9y kh\u00e1ch h\u00e0ng mua th\u00eam h\u1ed9p, t\u00fai ho\u1eb7c d\u1ecbch v\u1ee5 thi\u1ebft k\u1ebf nh\u00e3n t\u00f9y ch\u1ec9nh \u0111\u1ec3 \u0111\u1ea1t ng\u01b0\u1ee1ng chi\u1ebft kh\u1ea5u.<\/p>\n\n\n\n

5.6 T\u00edch c\u1ef1c gi\u1edbi thi\u1ec7u c\u00e1c s\u1ea3n ph\u1ea9m li\u00ean quan<\/h3>\n\n\n\n

Trong m\u00f4 h\u00ecnh B2B, c\u00e1c th\u00e1ch th\u1ee9c nh\u01b0 t\u00ecnh tr\u1ea1ng thi\u1ebfu h\u1ee5t s\u1ea3n ph\u1ea9m ho\u1eb7c gi\u00e1n \u0111o\u1ea1n chu\u1ed7i cung \u1ee9ng l\u00e0 kh\u00f4ng th\u1ec3 tr\u00e1nh kh\u1ecfi. Tuy nhi\u00ean, khi s\u1ea3n ph\u1ea9m kh\u00e1ch h\u00e0ng mong mu\u1ed1n h\u1ebft h\u00e0ng, \u0111\u00e2y kh\u00f4ng n\u00ean l\u00e0 d\u1ea5u ch\u1ea5m h\u1ebft cho cu\u1ed9c giao d\u1ecbch. Thay v\u00e0o \u0111\u00f3, doanh nghi\u1ec7p c\u1ea7n ch\u1ee7 \u0111\u1ed9ng gi\u1edbi thi\u1ec7u c\u00e1c l\u1ef1a ch\u1ecdn thay th\u1ebf ph\u00f9 h\u1ee3p \u0111\u1ec3 c\u00f3 th\u1ec3 gi\u1eef ch\u00e2n kh\u00e1ch h\u00e0ng c\u0169ng nh\u01b0 c\u1ee9u v\u00e3n doanh s\u1ed1.<\/p>\n\n\n\n

Ch\u1eb3ng h\u1ea1n nh\u01b0, m\u1ed9t nh\u00e0 cung c\u1ea5p keo d\u00e1n c\u00f4ng nghi\u1ec7p v\u00e0 nh\u1ef1a epoxy t\u1ea1m th\u1eddi h\u1ebft h\u00e0ng m\u1ed9t s\u1ea3n ph\u1ea9m ch\u1ee7 l\u1ef1c. H\u1ecd c\u00f3 th\u1ec3 \u0111\u1ec1 xu\u1ea5t m\u1ed9t lo\u1ea1i epoxy kh\u00e1c v\u1edbi \u0111\u1eb7c t\u00ednh t\u01b0\u01a1ng \u0111\u01b0\u01a1ng, ho\u1eb7c lo\u1ea1i keo d\u00e1n thay th\u1ebf nh\u01b0 acrylic ho\u1eb7c polyurethane.<\/p>\n\n\n\n

Sau \u0111\u00e2y l\u00e0 c\u00e1c m\u1eb9o \u0111\u1ec3 t\u1ed1i \u01b0u h\u00f3a vi\u1ec7c qu\u1ea3ng b\u00e1 s\u1ea3n ph\u1ea9m li\u00ean quan:<\/p>\n\n\n\n

\u2013 Lu\u00f4n c\u1eadp nh\u1eadt t\u00ecnh tr\u1ea1ng t\u1ed3n kho, bao g\u1ed3m th\u00f4ng tin v\u1ec1 c\u00e1c s\u1ea3n ph\u1ea9m thay th\u1ebf, c\u00e1c m\u1eb7t h\u00e0ng t\u01b0\u01a1ng t\u1ef1, v\u00e0 x\u00e2y d\u1ef1ng danh s\u00e1ch s\u1ea3n ph\u1ea9m li\u00ean quan \u0111\u1ec3 nhanh ch\u00f3ng g\u1ee3i \u00fd khi c\u1ea7n.<\/p>\n\n\n\n

\u2013 \u0110\u00e0o t\u1ea1o nh\u00e2n vi\u00ean, trang b\u1ecb cho \u0111\u1ed9i ng\u0169 b\u00e1n h\u00e0ng v\u00e0 d\u1ecbch v\u1ee5 kh\u00e1ch h\u00e0ng ki\u1ebfn th\u1ee9c chuy\u00ean s\u00e2u v\u1ec1 s\u1ea3n ph\u1ea9m. T\u00edch h\u1ee3p t\u00e0i li\u1ec7u \u0111\u00e0o t\u1ea1o s\u1ea3n ph\u1ea9m trong CRM \u0111\u1ec3 d\u1ec5 d\u00e0ng tra c\u1ee9u v\u00e0 gi\u1edbi thi\u1ec7u c\u00e1c l\u1ef1a ch\u1ecdn thay th\u1ebf ph\u00f9 h\u1ee3p.<\/p>\n\n\n\n

\u2013 T\u1ed1i \u01b0u h\u00f3a tr\u1ea3i nghi\u1ec7m tr\u00ean website, tri\u1ec3n khai c\u00e1c t\u00ednh n\u0103ng nh\u01b0 \u201cB\u1ea1n c\u0169ng c\u00f3 th\u1ec3 th\u00edch\u2026\u201d v\u00e0 \u201cTh\u01b0\u1eddng mua chung v\u1edbi\u2026\u201d tr\u00ean trang s\u1ea3n ph\u1ea9m. \u0110\u1ed1i v\u1edbi c\u00e1c m\u1eb7t h\u00e0ng \u0111\u00e3 h\u1ebft, c\u1ea7n l\u00e0m n\u1ed5i b\u1eadt c\u00e1c s\u1ea3n ph\u1ea9m t\u01b0\u01a1ng t\u1ef1 ho\u1eb7c c\u00e1c t\u00f9y ch\u1ecdn thay th\u1ebf.<\/p>\n\n\n\n

6. C\u00e1c nguy\u00ean t\u1eafc c\u1ed1t l\u00f5i khi \u00e1p d\u1ee5ng Up-selling v\u00e0 Cross-selling<\/h2>\n\n\n\n

6.1 T\u1ed1i \u01b0u hi\u1ec7u qu\u1ea3 b\u00e1n th\u00eam v\u00e0 b\u00e1n ch\u00e9o v\u1edbi Base CRM<\/h3>\n\n\n\n

Base CRM<\/a> l\u00e0 ph\u1ea7n m\u1ec1m qu\u1ea3n tr\u1ecb kh\u00e1ch h\u00e0ng to\u00e0n di\u1ec7n, h\u1ed7 tr\u1ee3 doanh nghi\u1ec7p qu\u1ea3n l\u00fd \u0111\u1ed3ng th\u1eddi 4 tr\u1ee5 c\u1ed9t quan tr\u1ecdng: S\u1ea3n ph\u1ea9m – B\u00e1n h\u00e0ng – Marketing – CSKH. V\u1edbi Base CRM, doanh nghi\u1ec7p c\u00f3 th\u1ec3 d\u1ec5 d\u00e0ng x\u00e1c \u0111\u1ecbnh v\u00e0 t\u1eadn d\u1ee5ng c\u00e1c c\u01a1 h\u1ed9i b\u00e1n th\u00eam, b\u00e1n ch\u00e9o d\u1ef1a tr\u00ean th\u00f4ng tin chi ti\u1ebft v\u1ec1 nhu c\u1ea7u, t\u01b0\u01a1ng t\u00e1c v\u00e0 l\u1ecbch s\u1eed mua h\u00e0ng c\u1ee7a kh\u00e1ch h\u00e0ng. C\u1ee5 th\u1ec3, Base CRM gi\u00fap t\u1ed1i \u01b0u h\u00f3a b\u00e1n th\u00eam, b\u00e1n ch\u00e9o th\u00f4ng qua nh\u1eefng t\u00ednh n\u0103ng:<\/p>\n\n\n\n

\u2013 L\u01b0u tr\u1eef d\u1eef li\u1ec7u kh\u00e1ch h\u00e0ng:<\/strong> Qu\u1ea3n l\u00fd to\u00e0n b\u1ed9 d\u1eef li\u1ec7u kh\u00e1ch h\u00e0ng (c\u0169 v\u00e0 m\u1edbi), bao g\u1ed3m l\u1ecbch s\u1eed mua h\u00e0ng, t\u01b0\u01a1ng t\u00e1c, ph\u00e2n kh\u00fac kh\u00e1ch h\u00e0ng v\u00e0 c\u00e1c c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng trong t\u01b0\u01a1ng lai.<\/p>\n\n\n\n

\u2013 Ph\u00e2n t\u00edch hi\u1ec7u qu\u1ea3 b\u00e1n h\u00e0ng: <\/strong>B\u00e1o c\u00e1o t\u1ef1 \u0111\u1ed9ng c\u00e1c ch\u1ec9 s\u1ed1 b\u00e1n h\u00e0ng, nh\u01b0 gi\u00e1 tr\u1ecb tr\u1ecdn \u0111\u1eddi c\u1ee7a kh\u00e1ch h\u00e0ng, gi\u00e1 tr\u1ecb \u0111\u01a1n h\u00e0ng trung b\u00ecnh, doanh thu,… gi\u00fap doanh nghi\u1ec7p x\u00e1c \u0111\u1ecbnh c\u00e1c c\u01a1 h\u1ed9i b\u00e1n th\u00eam, b\u00e1n ch\u00e9o t\u1ed1t nh\u1ea5t.<\/p>\n\n\n\n

\u2013 C\u00e1 nh\u00e2n h\u00f3a tr\u1ea3i nghi\u1ec7m: <\/strong>D\u1ef1a tr\u00ean d\u1eef li\u1ec7u kh\u00e1ch h\u00e0ng, Base CRM h\u1ed7 tr\u1ee3 doanh nghi\u1ec7p \u0111i\u1ec1u ch\u1ec9nh c\u00e1c \u01b0u \u0111\u00e3i v\u00e0 g\u1ee3i \u00fd s\u1ea3n ph\u1ea9m ph\u00f9 h\u1ee3p v\u1edbi nhu c\u1ea7u v\u00e0 k\u1ef3 v\u1ecdng ri\u00eang c\u1ee7a t\u1eebng kh\u00e1ch h\u00e0ng, n\u00e2ng cao kh\u1ea3 n\u0103ng ch\u1ed1t giao d\u1ecbch.<\/p>\n\n\n\n

\u2013 T\u1ef1 \u0111\u1ed9ng h\u00f3a k\u1ecbch b\u1ea3n b\u00e1n h\u00e0ng:<\/strong> T\u1ef1 \u0111\u1ed9ng k\u00edch ho\u1ea1t email, tin nh\u1eafn, ho\u1eb7c c\u00e1c k\u00eanh li\u00ean l\u1ea1c kh\u00e1c d\u1ef1a tr\u00ean h\u00e0nh \u0111\u1ed9ng ho\u1eb7c s\u1ef1 ki\u1ec7n c\u1ee5 th\u1ec3 c\u1ee7a kh\u00e1ch h\u00e0ng, ch\u1eb3ng h\u1ea1n nh\u01b0: sau cu\u1ed9c h\u1eb9n t\u01b0 v\u1ea5n ho\u1eb7c kh\u00e1ch h\u00e0ng ho\u00e0n t\u1ea5t m\u1ed9t giao d\u1ecbch.<\/p>\n\n\n\n

\u2013 Th\u00fac \u0111\u1ea9y h\u1ee3p t\u00e1c li\u00ean ph\u00f2ng ban: <\/strong>T\u1ea1o \u0111i\u1ec1u ki\u1ec7n thu\u1eadn l\u1ee3i cho s\u1ef1 ph\u1ed1i h\u1ee3p gi\u1eefa c\u00e1c b\u1ed9 ph\u1eadn B\u00e1n h\u00e0ng, Marketing v\u00e0 CSKH, ch\u1eb3ng h\u1ea1n nh\u01b0 \u0111\u1ed3ng b\u1ed9 h\u00f3a d\u1eef li\u1ec7u kh\u00e1ch h\u00e0ng, c\u00f9ng tri\u1ec3n khai v\u00e0 theo d\u00f5i k\u1ebft qu\u1ea3 c\u1ee7a c\u00e1c chi\u1ebfn d\u1ecbch b\u00e1n th\u00eam v\u00e0 b\u00e1n ch\u00e9o.<\/p>\n\n\n\n

V\u1edbi c\u00e1c t\u00ednh n\u0103ng m\u1ea1nh m\u1ebd v\u00e0 chuy\u00ean s\u00e2u, Base CRM ch\u00ednh l\u00e0 gi\u1ea3i ph\u00e1p l\u00fd t\u01b0\u1edfng \u0111\u1ec3 doanh nghi\u1ec7p t\u1eadn d\u1ee5ng t\u1ed1i \u0111a d\u1eef li\u1ec7u kh\u00e1ch h\u00e0ng, \u0111\u1ea9y m\u1ea1nh ho\u1ea1t \u0111\u1ed9ng b\u00e1n th\u00eam v\u00e0 b\u00e1n ch\u00e9o. C\u00e1c t\u00ednh n\u0103ng b\u00e1n h\u00e0ng c\u1ee7a Base CRM cho ph\u00e9p h\u1ee3p l\u00fd h\u00f3a quy tr\u00ecnh b\u00e1n h\u00e0ng, trong khi c\u00e1c c\u00f4ng c\u1ee5 t\u1ef1 \u0111\u1ed9ng h\u00f3a ti\u1ebfp th\u1ecb cung c\u1ea5p n\u1ed9i dung \u0111\u01b0\u1ee3c c\u00e1 nh\u00e2n h\u00f3a v\u00e0 nh\u1eafm m\u1ee5c ti\u00eau ch\u00ednh x\u00e1c \u0111\u1ebfn c\u00e1c kh\u00e1ch h\u00e0ng c\u00f3 ti\u1ec1m n\u0103ng mua th\u00eam.<\/p>\n\n\n

\n
\"Base<\/a>
Base CRM<\/a> – Gi\u1ea3i ph\u00e1p CRM to\u00e0n di\u1ec7n cho doanh nghi\u1ec7p<\/em><\/figcaption><\/figure><\/div>\n\n\n

6.2 Ghi nh\u1edb quy t\u1eafc 25%<\/h3>\n\n\n\n

Theo quy t\u1eafc chung, kh\u00f4ng bao gi\u1edd b\u00e1n th\u00eam ho\u1eb7c b\u00e1n ch\u00e9o c\u00e1c m\u1eb7t h\u00e0ng c\u00f3 gi\u00e1 cao h\u01a1n 25% so v\u1edbi gi\u00e1 tr\u1ecb giao d\u1ecbch ban \u0111\u1ea7u. \u0110i\u1ec1u n\u00e0y gi\u00fap \u0111\u1ea3m b\u1ea3o r\u1eb1ng c\u00e1c g\u1ee3i \u00fd c\u1ee7a doanh nghi\u1ec7p v\u1eabn ph\u00f9 h\u1ee3p v\u1edbi ng\u00e2n s\u00e1ch v\u00e0 nhu c\u1ea7u c\u1ee7a kh\u00e1ch h\u00e0ng, tr\u00e1nh l\u00e0m h\u1ecd c\u1ea3m th\u1ea5y kh\u00f3 ch\u1ecbu ho\u1eb7c b\u1ecb \u00e1p l\u1ef1c.<\/p>\n\n\n\n

V\u00ed d\u1ee5: M\u1ed9t kh\u00e1ch h\u00e0ng gh\u00e9 \u0111\u1ea1i l\u00fd \u00f4 t\u00f4 v\u1edbi \u00fd \u0111\u1ecbnh mua m\u1ed9t chi\u1ebfc Honda t\u1ea7m trung. N\u1ebfu nh\u00e2n vi\u00ean Sales c\u1ed1 g\u1eafng thuy\u1ebft ph\u1ee5c h\u1ecd chuy\u1ec3n sang m\u1ed9t chi\u1ebfc Porsche th\u00ec s\u1ebd ph\u1ea3n t\u00e1c d\u1ee5ng. Thay v\u00e0o \u0111\u00f3, nh\u00e2n vi\u00ean c\u00f3 th\u1ec3 g\u1ee3i \u00fd m\u1ed9t phi\u00ean b\u1ea3n cao c\u1ea5p h\u01a1n c\u1ee7a chi\u1ebfc Honda kh\u00e1ch h\u00e0ng quan t\u00e2m, v\u1edbi c\u00e1c t\u00ednh n\u0103ng n\u00e2ng c\u1ea5p nh\u01b0 n\u1ed9i th\u1ea5t b\u1ecdc da ho\u1eb7c h\u1ec7 th\u1ed1ng \u00e2m thanh hi\u1ec7n \u0111\u1ea1i, mi\u1ec5n l\u00e0 gi\u00e1 th\u00e0nh kh\u00f4ng v\u01b0\u1ee3t qu\u00e1 25% gi\u00e1 tr\u1ecb c\u1ee7a s\u1ef1 l\u1ef1a ch\u1ecdn ban \u0111\u1ea7u.<\/p>\n\n\n\n

6.3 Gi\u1edbi h\u1ea1n th\u1eddi gian cho c\u00e1c \u01b0u \u0111\u00e3i<\/h3>\n\n\n\n

Nh\u01b0 \u0111\u00e3 \u0111\u1ec1 c\u1eadp, \u01b0u \u0111\u00e3i l\u00e0 m\u1ed9t c\u00f4ng c\u1ee5 h\u1eefu \u00edch gi\u00fap gi\u1ea3m b\u1edbt g\u00e1nh n\u1eb7ng t\u00e0i ch\u00ednh cho kh\u00e1ch h\u00e0ng khi mua th\u00eam s\u1ea3n ph\u1ea9m\/d\u1ecbch v\u1ee5. Tuy nhi\u00ean, \u0111\u1ec3 th\u00fac \u0111\u1ea9y quy\u1ebft \u0111\u1ecbnh mua s\u1eafm nhanh ch\u00f3ng h\u01a1n, doanh nghi\u1ec7p c\u1ea7n \u0111\u1eb7t m\u1ed9t gi\u1edbi h\u1ea1n th\u1eddi gian c\u1ee5 th\u1ec3 cho c\u00e1c \u01b0u \u0111\u00e3i. Th\u1eddi gian \u01b0u \u0111\u00e3i c\u00e0ng ng\u1eafn, c\u00e0ng t\u1ea1o c\u1ea3m gi\u00e1c c\u1ea5p b\u00e1ch, t\u1eeb \u0111\u00f3 k\u00edch th\u00edch kh\u00e1ch h\u00e0ng h\u00e0nh \u0111\u1ed9ng nhanh h\u01a1n, \u0111\u1eb7c bi\u1ec7t l\u00e0 khi h\u1ecd c\u00f2n do d\u1ef1 v\u1ec1 gi\u00e1 c\u1ea3.<\/p>\n\n\n\n

V\u00ed d\u1ee5: \u201c\u0110\u1eebng b\u1ecf l\u1ee1 c\u01a1 h\u1ed9i n\u00e0y! N\u00e2ng c\u1ea5p t\u00e0i kho\u1ea3n ch\u1ec9 v\u1edbi X \u0111\u1ed3ng \u2013 \u01b0u \u0111\u00e3i n\u00e0y ch\u1ec9 k\u00e9o d\u00e0i \u0111\u1ebfn h\u1ebft ng\u00e0y h\u00f4m nay, sau \u0111\u00f3 m\u1ee9c gi\u00e1 s\u1ebd tr\u1edf l\u1ea1i nh\u01b0 c\u0169!\u201d<\/p>\n\n\n\n

7. K\u1ebft lu\u1eadn\u00a0<\/h2>\n\n\n\n

Tr\u00ean \u0111\u00e2y l\u00e0 ph\u1ea7n chia s\u1ebb c\u1ee7a Base Blog v\u1ec1 c\u00e1c th\u00f4ng tin up-selling, cross-selling l\u00e0 g\u00ec, c\u0169ng nh\u01b0 c\u00e1c b\u00ed quy\u1ebft b\u00e1n th\u00eam v\u00e0 b\u00e1n ch\u00e9o hi\u1ec7u qu\u1ea3 \u0111ang \u0111\u01b0\u1ee3c c\u00e1c th\u01b0\u01a1ng hi\u1ec7u h\u00e0ng \u0111\u1ea7u \u00e1p d\u1ee5ng. Hy v\u1ecdng r\u1eb1ng doanh nghi\u1ec7p c\u00f3 th\u1ec3 v\u1eadn d\u1ee5ng th\u00e0nh c\u00f4ng nh\u1eefng ki\u1ebfn th\u1ee9c n\u00e0y \u0111\u1ec3 gia t\u0103ng gi\u00e1 tr\u1ecb, mang l\u1ea1i l\u1ee3i \u00edch t\u1ed1t nh\u1ea5t cho c\u1ea3 kh\u00e1ch h\u00e0ng v\u00e0 t\u1ed5 ch\u1ee9c c\u1ee7a m\u00ecnh.<\/p>\n\n\n\n

N\u1ebfu mu\u1ed1n t\u00ecm hi\u1ec3u th\u00eam v\u1ec1 c\u00e1ch t\u1ed1i \u01b0u h\u00f3a qu\u1ea3n tr\u1ecb kh\u00e1ch h\u00e0ng, h\u00e3y li\u00ean h\u1ec7 v\u1edbi Base.vn ngay h\u00f4m nay \u0111\u1ec3 \u0111\u01b0\u1ee3c t\u01b0 v\u1ea5n chi ti\u1ebft v\u00e0 tr\u1ea3i nghi\u1ec7m demo ph\u1ea7n m\u1ec1m qu\u1ea3n tr\u1ecb kh\u00e1ch h\u00e0ng to\u00e0n di\u1ec7n Base CRM!<\/p>\n","protected":false},"excerpt":{"rendered":"

Up-selling (b\u00e1n th\u00eam) v\u00e0 Cross-selling (b\u00e1n ch\u00e9o) l\u00e0 hai k\u1ef9 thu\u1eadt b\u00e1n h\u00e0ng tinh t\u1ebf, \u0111\u01b0\u1ee3c \u1ee9ng d\u1ee5ng ph\u1ed5 bi\u1ebfn trong c\u1ea3 l\u0129nh v\u1ef1c B2C v\u00e0 B2B. Trong n\u1ed9i dung d\u01b0\u1edbi \u0111\u00e2y, h\u00e3y c\u00f9ng Base.vn kh\u00e1m ph\u00e1 chi ti\u1ebft v\u1ec1 \u0111\u1ecbnh ngh\u0129a, m\u1ee5c ti\u00eau c\u1ee7a l\u01b0\u1ee3c ph\u01b0\u01a1ng ph\u00e1p b\u00e1n h\u00e0ng n\u00e0y. \u0110\u1ed3ng th\u1eddi, b\u00e0i vi\u1ebft […]<\/p>\n","protected":false},"author":19,"featured_media":27475,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[21],"tags":[],"ppma_author":[63],"class_list":["post-27464","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-kien-thuc-kinh-doanh"],"acf":[],"yoast_head":"\nUp-selling, Cross-selling l\u00e0 g\u00ec? 15+ B\u00ed quy\u1ebft t\u0103ng doanh thu v\u01b0\u1ee3t tr\u1ed9i<\/title>\n<meta name=\"description\" content=\"Up-selling, Cross-selling l\u00e0 g\u00ec? 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