Janice Carrillo Articles: page 1

Probabilistic selling a key for companies selling vertically differentiated products, UF Warrington study finds

GAINESVILLE, Fla. –  If you were in the process of booking a hotel room in Miami, but suddenly received a notification that you could potentially reserve a room with an ocean view while only paying the rate of a room with a view of the parking lot, would you be intrigued to learn more? This selling technique is called probabilistic selling, which works by offering consumers a predetermined product assortment (a room with a view of the ocean or a