A Study on Upselling and Cross Selling Marketing Strategies in Two-Wheeler Showrooms
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DOI:
https://doi.org/10.67228/3071561X/IJIRHT-V9I2P105Published 04-12-2026
Upselling, Cross Selling, Two Wheeler Showroom, Customer Satisfaction, Revenue Optimization, Crm, Customer Loyalty Issue
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ArticlesHow to Cite
[1]R. Karthi and P. Jayahirithik, “A Study on Upselling and Cross Selling Marketing Strategies in Two-Wheeler Showrooms ”, IJIRHT, vol. 9, no. 2, pp. 38–47, Apr. 2026, doi: 10.67228/3071561X/IJIRHT-V9I2P105.Abstract
The 2-wheeler industry in India constitutes one of the most dynamic and fastest growing industries within the automobile segment, driven by factors like increasing middle class income levels, urbanisation of India, switching to cost-effective mobility options etc. In the competitive scenario of today, the modern Indian two-wheeler showrooms have adopted various contemporary selling strategies like upselling and cross-selling to derive maximum revenues per customer enquiry, while ensuring customer satisfaction. This paper investigates the theoretical context and practice of upselling and cross-selling with regard to the Indian 2-wheeler showroom industry. Using the established marketing theories and frameworks with reference to existing Indian automobile dealerships and empirical Indian research reports in the automobile industry like Tamil Nadu State-based research, this paper examines the impact of these selling techniques on customer behaviour, dealership profitability and customer loyalty in the future. The paper also identifies various challenges encountered by the two-wheeler sales force and recommends a holistic customer-driven framework for the implementation of the selling techniques. It was observed from the research that the techniques carry great revenue potential with McKinsey assigning a 20–30% increase in CLV with the techniques; however, their success is dependent upon timely application, trust levels, competency levels of sales persons, and desired focus of customers.
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How to Cite
[1]R. Karthi and P. Jayahirithik, “A Study on Upselling and Cross Selling Marketing Strategies in Two-Wheeler Showrooms ”, IJIRHT, vol. 9, no. 2, pp. 38–47, Apr. 2026, doi: 10.67228/3071561X/IJIRHT-V9I2P105.