For the third challenge: Working in Sales Finance, Pakistan, you’re on a one week placement with the field sales team selling products to very traditional and small corner shops in a remote and rural region. You’re particularly interested in a promotion for new dry shampoos, however the field sales team don’t appear to have recognised that it’s performing below expectations. One of your many insights from the experience is that consumers often don’t ask for brands by name, instead shopkeepers select one for them. You know the sales team have much more experience than you in direct sales, but you’re convinced you could bring a fresh perspective based on what you’ve seen so far. So in this case,
• How could you better understand consumer needs in this situation?
• How could Unilever exploit this opportunity?
• How could technology be used to engage the field sales team in product performance?