Case #16 Proctor & Gamble: Selling Through Customer Business Development Questions for Discussion: 1.Which of the sales force structures discussed in the text best describes P&G’s CBD structure? In the 80’s‚ manufacturers began to spend money to better understand consumers‚ and P&G more than anyone. However‚ they never really asked‚ if these needs were the same in retailers. It was the period when P&G decided‚ to change the sales department into a more strategic department named Customer Business
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When Procter & Gamble set out to sell Pampers in China more than a decade ago‚ it faced a daunting marketing challenge: P&G didn’t just have to persuade parents that its diapers were the best. It had to persuade many of them that they needed diapers at all. The disposable diaper — a throwaway commodity in the West — just wasn’t part of the cultural norm in the Chinese nursery. Babies wore cloth diapers‚ or in many cases‚ no diaper at all. And that‚ says Bruce Brown‚ who’s in charge of P&G’s $2 billion
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Founded in 1837‚ Procter & Gamble is the #1 U.S. makers of household products and a recognized leader in the development‚ manufacturing‚ and marketing of a broad range of products including Crest toothpaste‚ Tide laundry detergent‚ Ivory soap‚ Pampers diapers‚ and Dawn liquid detergent. Procter & Gamble has operations in over 70 countries and employs over 100‚000 people worldwide and markets to nearly five billion customers in over 140 countries. Procter & Gamble’s purpose or mission statement
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A. Strategic resources required 1. Core Competencies Flexible with seasons Fashion is fickle‚ and trends come and go. For Katsa Co. to be able to survive in the cutthroat world of fashion‚ it has to be able to keep up with the fast-changing trends. The company has to be forward-looking: anticipating what designs would prove popular for the forthcoming seasons Innovative designs Through test market surveys‚ we will able to determine what designs are more popular with our target market‚ which
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Company Wildberries - it is a large online store of fashion apparel‚ shoes and accessories‚ which has existed for more than 7 years. I chose this site because I had previously used the services of this website. Products in this online store are divided into categories. To view products by brands (brands)‚ go to the tab "brand". All products are sorted by price‚ color‚ size‚ popularity rating (rated buyers) and the date of receipt to the store. When viewing products by categories is also sorted
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leadership of the management team‚ innovation capability‚ spot-on position and marketing‚ consistent good quality of the products‚ just to name a few. One organization that clearly exemplifies this is Procter & Gamble. With a few annotations and comments‚ the core of them is outlined below: First‚ P&G boasts an enviable stable of successful products. With a clear focus to capture its market share‚ each brand
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Proctor and Gamble MKT/421 This paper will describe the four elements of the marketing mix (product‚ place‚ price‚ promotion). In addition‚ it will describe how each element is implemented within a specific organization and how the four elements relate to that organizations marketing strategy. The company used in this example is both a product and service driven company and is in business for profit. The company chosen to demonstrate the marketing mix has been a leader
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C-print‚ 120 x 160 cm How P&G Tripled Its Innovation Success Rate Inside the company’s new-growth factory by Bruce Brown and Scott D. Anthony 64 Harvard Business Review June 2011 HBR.ORG Bruce Brown is the chief technology officer of Procter & Gamble. Scott D. Anthony is the managing director of Innosight. June 2011 Harvard Business Review 65 B SPOTLIGHT ON PRODUCT INNOVATION 66 Harvard Business Review June 2011 BACK IN 2000 the prospects for Procter & Gamble’s Tide‚ the biggest
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Proctor & Gamble 1. In our opinion‚ we think the answer about product life cycle is not absolutely correct. It is depend on product’s characteristic. 3C product such as eeepc (asus’s product‚ netbook) have quite short product life cycle; Rolex watch have been established more than 200 years. So if marketers want to extend product life cycle‚ they have to do more afford on survey to realize consumer behavior and satisfy their really needs and wants. When the product’s sales shows that it is
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Unilever and P&G – Comparative Analysis Executive Summary The Consumer Products Industry is the biggest industry in the world at the moment‚ with total revenues amounting to about 50% of all goods sold. It is comparable to the GDP of the 4th biggest economy in the world‚ and entails most of the products we use in our every day lives. There are 3 key factors that drive the industry today: developing markets‚ the emerging middle-class of developing countries and the millions of baby boomers in
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