Personal Selling

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Unilever Strategy for Personal Selling

TABLE OF CONTENTS

Executive Summary…………………………………………….… 02 Introduction to Organization………………………………… 03 Introduction to Topic……………………………………………. 08 Description of Report……………………………………….…… 09 S.W.O.T analysis……………………………………………………. 12 Conclusion……………………………………………………….…… 13 Recommendation …………………………………………...……. 14 Bibliography …………………………………………………..……. 15 Appendix ……………………………………………………………… 16

Unilever Strategy for Personal Selling

EXECUTIVE SUMMARY
Unilever is one of the world's leading fast moving consumer goods companies. It offers products across foods, home and personal care categories. Unilever’s products sell in over 150 countries and manufactures in more than 70 countries. Its products are used by consumers over 150 million times per day. Our report is based on only personal selling. Unilever’s main international competitors include Nestle and Procter & Gamble. There are some other competitors of Unilever in the world of brands. There is a brief introduction of organization along with brief description of selected products. Some figures are picked from annual report of the company to show its financial position. Discussion is made with reference to major products of Unilever Pakistan and discussion includes following: 1. 2. 3. 4. 5. Introduction of Unilever and Its brands Anticipatory stage Contacting customers Objective handling Closing sales

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Unilever Strategy for Personal Selling

INTRODUCTION TO ORGANIZATION
Unilever is British Dutch Multinational Corporation that owns many of the world’s consumer product brand in foods, beverages, cleaning agents and personal care products. Unilever was created in 1930 by amalgamation of the operations of British soap maker Lever Brothers and Dutch Margarine producer Margarine Unie. In 1972 Unilever purchased A and W restaurants series of Canada which helped it in processing of food brands and food solutions. According to 2009 facts Unilever has 20 nationalities, 163000 employees and 264 manufacturing sites. Nowadays, more than 170 countries are its business market. It has invested €89 millions in its business; besides this it has invested €891 millions in its research and development programs.

INTRODUCING UNILEVER PAKISTAN LIMITED
The company had a turnover of Rs. 23.3 billions (Euro 309 millions) in 2007, and enjoys a leading position in most of its core Home , Personal Care and Foods categories, e.g. Personal Wash, Personal Care, Laundry, Beverages (Tea) and Ice Cream. The company operates through 5 regional offices, 4 wholly owned and 6 third party manufacturing sites across Pakistan.

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Unilever Strategy for Personal Selling
ACCOUNTABLE TO STAKEHOLDERS:
Since the time Unilever Pakistan began its operations in 1948, the Company has been closely connected to the Pakistani people and its brands have been an integral feature in their daily lives. In fact, the nature of company’s business enables its brands to be the pulse and heartbeat of the 164 million people in Pakistan. This is a huge commitment, which makes the organization responsible and accountable to all its stakeholders and society as a whole and strengthen to: • • •

Make a positive difference to the lives of low income consumers Create new opportunities for growth Improve the overall quality of life in Pakistan, by promoting education, nutrition, health and hygiene.

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Unilever Strategy for Personal Selling

THE VISION
Unilever products touch the lives of over 2 billion people every day – whether that's through feeling great because they've got shiny hair and a brilliant smile, keeping their homes fresh and clean, or by enjoying a great cup of tea, satisfying meal or healthy snack

A CLEAR DIRECTION

The four pillars of organization’s vision set out the long term direction for the company – where it wants to go and how it is going to get there: • •





Company works to create a better future every day Company helps people feel...
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