Discuss APICS CTSC Exam Topic 4 Question 27

A customer is purchasing a new cell phone, and the sales representative convinces the customer to buy a case to protect the phone. The customer representative has engaged in:

Across-selling.

Bsuggestive selling.

Cad-hoc selling.

Dup-selling.

Suggested Answer: C

According to the CTSC Exam Content Manual, process harmonization is the degree to which an organization's processes are standardized and aligned across its business units1. Documenting supply chain processes and maintaining updated documentation are used to achieve process harmonization, as they help to ensure consistency, transparency, and compliance of the processes across the organization2. Documenting supply chain processes also facilitates the identification of best practices, gaps, and improvement opportunities for the processes2.

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34 comments · newest first

Johnna 10 months ago

Totally agree, cross-selling makes the most sense here!

Alyce 11 months ago

Sounds like upselling to me, but I'm not sure.

Jacklyn 11 months ago

Wait, is ad-hoc selling even a thing?

Gabriele 11 months ago

I think it's more like suggestive selling.

Donte 11 months ago

That's definitely cross-selling!

Leah 12 months ago

I thought ad-hoc selling was more about one-time deals, so I don’t think that fits here. It seems more like cross-selling to me.

Tequila 12 months ago

I practiced a question like this, and I feel like it could be up-selling if they were trying to get the customer to buy a more expensive phone instead.

Billy 12 months ago

I'm not entirely sure, but I remember something about suggestive selling being more about recommending upgrades rather than accessories.

Stevie 1 year ago

I think this might be cross-selling because the rep is selling an additional product related to the phone.

Junita 1 year ago

I'm a little confused on the difference between cross-selling and up-selling. I'll need to review those concepts again before answering this type of question.

Ty 1 year ago

Okay, I've got this. The key here is that the sales rep is recommending an additional, complementary product to the customer's main purchase. That's the definition of cross-selling, so I'm confident A is the correct answer.

Kerrie 1 year ago

Hmm, I'm a bit unsure about this one. Is cross-selling the same as suggestive selling? I'll need to think through the differences between the options to make sure I select the right answer.

Zita 1 year ago

This seems like a straightforward question. The sales rep is clearly engaging in cross-selling by convincing the customer to buy an additional product (the case) to go with the main purchase (the cell phone).

Dwight 1 year ago

Gotta be A) cross-selling. The sales rep is offering a related product to enhance the cusDorethaer's experience. Basic sales 101.

Magnolia 1 year ago

↳ replying to Dwight

I agree, it's cross-selling for sure.

Jenifer 1 year ago

↳ replying to Dwight

Definitely A) cross-selling.

Sommer 1 year ago

↳ replying to Dwight

A) cross-selling.

Jeanice 1 year ago

Ha! This is a classic case of D) up-selling. The sales rep is trying to make the cusDorethaer spend more money. Classic sales tactic!

Alyce 1 year ago

↳ replying to Jeanice

I always feel pressured to buy the extras when I'm at the store.

Marya 1 year ago

↳ replying to Jeanice

I guess it's just part of their job to increase sales.

Jarvis 1 year ago

↳ replying to Jeanice

Yeah, they always try to get you to buy more stuff.

Elena 1 year ago

↳ replying to Jeanice

I think you're right, it's definitely D) up-selling.

Pa 1 year ago

I agree with Annice, the sales rep is suggesting a related product to enhance the customer's purchase, so it's B) suggestive selling.

Annice 1 year ago

I disagree, I believe it's B) suggestive selling because the sales rep is suggesting a case for protection.

Mel 2 years ago

I think the answer is A) cross-selling.

Doretha 2 years ago

Hmm, I'm not too sure. Could it be B) suggestive selling? The rep is kind of nudging the cusDorethaer to buy the case, right?

Aileen 1 year ago

↳ replying to Doretha

I think it's actually D) up-selling because the rep is trying to get the customer to buy a more expensive item.

Glendora 1 year ago

↳ replying to Doretha

Yes, you're correct! It is B) suggestive selling.

Avery 1 year ago

↳ replying to Doretha

I agree with you, it is B) suggestive selling. The rep is subtly suggesting the customer to make an additional purchase.

Adelina 1 year ago

↳ replying to Doretha

I see your point, but I still think it's B) suggestive selling because the rep is suggesting the customer to buy the case.

Nickolas 1 year ago

↳ replying to Doretha

I think it's actually D) up-selling because the rep is trying to get the customer to buy a more expensive item.

Gertude 1 year ago

↳ replying to Doretha

Yes, you're correct! It is B) suggestive selling.

Lorita 2 years ago

Definitely D) up-selling. The sales rep is convincing the customer to buy a more expensive item (the case) to go with the cell phone.

Huey 2 years ago

I think the correct answer is A) cross-selling. The sales rep is recommending an additional product (the case) that complements the main purchase (the cell phone).

APICS CTSC Exam - Topic 4 Question 27 Discussion