Negotiation

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Sales Management |

Cold Calling |

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Submission date: 17/12/2013

Submitted to: Prof. Waseem Irshad

Submitted by: Zarnain Zara

L1S10BBAM2080

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WALL’S

Product:

Wall's is the brand name of Unilever's Heart brand ice cream business. Unilever has been selling ice cream for decades; however the Heart brand was launched worldwide in 1999. The Heart brand logo is common to every country and has come to be synonymous with quality treats. Wall’s operates under different names in different markets (Wall's in the UK and most parts of Asia, Algida in Italy, Langnese in Germany, Kibon in Brazil, and Ola in the Netherlands). Wall’s is sold in more than 40 countries making it the most widely available ice cream worldwide. Unilever is the global leader of ice cream and frozen desserts manufacturing with almost 18% of the global market share.

Target market:

Sometimes companies are able to target every segment because of their strong financial position. WALL’S has a fragmented market. Consumers with high purchasing power are becoming heavy user of products available by WALL’S.

Feature Statement | Benefit Statement |

Different tastes and shapes of the ice cream. | Attract customers with variety. |

Fragmented Marketing. | Product is available from premium prices to lower prices. |

Convenience product. | They are widely available and require minimum search effort. |

Continuously improve the features. | Provide new features at low price. |

Dairy pure and nutritional ingredients. | Don’t compromise with the health of consumers |

Feature to Benefit Statements:

Database:

C&B (PVT) LTD:

Owner: Hamayun Butt and Chaudhary Waheed

Phone number: 0300-4125731

Address: Kasur Road Lahore

Cold Store: Yes

Vans: 22

Annual Sales Volume: 2.2 Million Liters

Annual Sales Value: Rs.720 Million

No. of Salesmen: 25

No. of delivery boys: 25

No. of Supervisors: 5

Four Stars (PVT) LTD:

Owner: Ch. Ghafur, Sh. Arshad,...