Ministry of Education & Training

Universtiy of Economics and Finance

FINAL REPORT
SALE MANAGEMENT
Name: Phạm Thanh Thanh
Student’s ID: 215047485
Subject code: MGT1107E.A03E
Lecturer: Nguyễn Tiến Huy
Table Of Content
I. Company/ Services/Products

II. Sales Organization

III.Selling Proccess

IV.Sale Target

V.Sale Budget

VI.Sale Staff Recruitment

VII.Sale Staff Training

VIII. Motivation

IX. Evaluation
I.Company/ Services/ Products
1.Company
1.1. History of formation

PepsiCo is an extensive food and beverage company headquartered in Purchase, New York. The
company was started by Caleb Bradham in 1898 when he first created and sold Brad's Drink from
his drugstore soda fountain. The drink was later renamed Pepsi-Cola and marketed as a health
tonic. With its success, he incorporated the Pepsi-Cola Company in 1902. Since then, it has grown
tremendously and merged with notable companies such as Frito-Lay and Quaker.

In 1886, Bradham, a pharmacist born in 1867 in Chinquabin, Duplin County, North

Carolina, prepared an easy-to-digest drink made from carbonate water, sugar, vanilla,
and a little cooking oil. It is sold regionally under the name “Brad's Drink.”

By 1893, Bradham changed to a new name "Pepsi-Cola", which sounded more interesting,
healthier, stronger, and prepared to be sold more widely.
1898: Pepsi Corporation was established, headquartered in Purchase City, New York State,
USA.

1902: The PepsiCola brand was registered. The company went bankrupt twice, in World
War I and in 1931, during the world economic crisis of 1929–1933. After that, Charles
Guth, president of Loft Industries, a chain of candy and soda stores, bought Pepsi's core
business and put it on sale in his own stores.

1934: Sales of PepsiCola skyrocketed in the US. 1941: Penetrates Europe.

1947: Expanded to the Philippines and the Middle East. 1964: Diet Pepsi, the first diet
beverage on the market.

1965: Pepsi acquires Frito-Lay Corporation.

1998: PepsiCo completes the $3.3 billion acquisition of Tropicana. In 1998, Pepsi
celebrated its 100th anniversary and launched a new logo for the new millennium: a
sphere with three colors (blue, white, and red) on a cool blue background, the unifying
point of Pepsi logo design worldwide.
1.2. Vision and Mission

Vision
Our mission: Create more smiles with every sip and every bite.
For our consumers: By creating joyful moments through our delicious and
nourishing products and unique brand experiences.
For our customers: By being the best possible partner, driving game-changing
innovation and delivering a level of growth unmatched in our industry.
For our associates and our communities: By creating meaningful opportunities
to work, gain new skills and build successful careers, and maintaining a diverse
and inclusive workplace.
For our planet: By conserving nature’s precious resources and fostering a more
sustainable planet for our children and grandchildren.
For our shareholders: By delivering sustainable top-tier total shareholder return
and embracing best-in-class corporate governance.

Mission
Guiding PepsiCo is our vision that captures PepsiCo’s competitive spirit, intense
focus, and shared values: to Be the Global Leader in Beverages and Convenient
Foods by Winning with PepsiCo Positive (pep+). pep+ is our strategic end-to-end
transformation that puts sustainability and human capital at the center of how we
will create value and growth by operating within planetary boundaries and
inspiring positive change for planet and people.

We’re building upon the history and progress we’ve made since PepsiCo was
founded in 1965 and creating an even stronger foundation for the decades ahead.
Achieving our vision requires that we continuously challenge ourselves to become
Faster, Stronger and Better.
Faster: PepsiCo plans on becoming more faster in business by focusing on
customers and increasing investment for growth and market share.
Stronger: The company plans on becoming stronger by building on its
capabilities and enhancing its company culture. PepsiCo plans on developing its
core capabilities that will better facilitate customer needs, hence strengthening
the brand.
Better: The organization plans on becoming better by integrating their vision
into their business strategy. Furthermore, PepsiCo plans to give back to society
and the people so that they can successfully create an everlasting impact of the
company on the Planet.
1.3. Core Value

PepsiCo’s values are the reflection of their stand on social and

environmental issues, and what the company wants to be known for. The
statement that sheds light on the values of the company is as follows:

Sustained Growth
PepsiCo expects its employees to have a vision of sustained growth. It’s a
skill that harnesses other skills such as innovation, ambition, and
determination.
PepsiCo believes that one of the critical keys to long term success is to
have a long term plan. And the employees must have the vision and value
of sustained growth, not just for themselves but for the company as well.

Empowered People
PepsiCo is an organization that believes in giving freedom and autonomy
to its employees, given that they work within the organization’s
governance.
In order to survive at PepsiCo, employee empowerment is a critical skill.
The company values people who can get the job done correctly with
minimum guidance.

Responsibility and Trust

PepsiCo expects its employees to be responsible and trustworthy. The
company believes that these two core values are of the utmost importance
leading to the growth of the company.
All employees are expected to execute all activities responsibly, keeping in
mind the company policy and general rules and regulations. It builds the
company’s trust in them.
I.Company/ Services/ Products

2. Services
Pepsico's main service is to provide beverage and food products to consumers around
the world, such as carbonated soft drinks (including Pepsi, Mountain Goat, and 7 Up),
fruit beverages (such as Tropana and Naked Juice), sports and energy drinks (like
Gaorade), and teas (like Lipton). Pepsico always puts customers first, commits,
guarantees, and provides customers with great customer experiences.

In addition to exclusively processed flavors, Pepsi still maintains a traditional, classic

flavor and, especially, a cool, sweet taste. Pepsico is always creative and innovative in
product and business development. Face the needs and understand the psychology of
customers. PepsiCo has used drive-thru service at some PepsiCo stores to meet
customer needs, but PepsiCo also uses many services for customers to experience.
I.Company/ Services/ Products
3. Products
Pepsi is one of the world's leading multinational corporations in the field of beverages and
food. PepsiCo brings unique and diverse products to consumers around the world.

Soft drinks and carbonated beverages: (appeared in 1898)

+ Pepsi: pepsi-cola, Pepsi Max, Pepsi Twist, Pepsi Lime.
+ Mountain Dew: Mountain Dew, Mountain Dew Code red,…
+ 7 Up: 7 Up free, 7 up Cherry, 7 up Lemon Lime.
+ Mirinda: Mirinda Orange, Mirinda Strawberry, Mirinda Pineapple.
+ Lipton: Still tea and water. Enjoy Lipton tea.

Juices and juices (a product launched in 1998) Tropicana: Tropicana three-grain fruit
juice and cookies. Naked Juice: A natural fruit and vegetable juice product.
Sports and energy drinks:
+ Gatorade: Gatorade original, Gatorade zero, Gatorade frost, Gatorade G2.
+ Gatorade energy: Gatorade's energy product.
Since 1965, when PepsiCo acquired Gatorade, the brand has become part of PepsiCo's
product portfolio and has continued to grow in the sports and energy drink sectors.

French fries and snacks:

+ Lay's: Lay's classic, Lay's sour cream and onion, lay's barbecue, lay's salt and vinegar.
+ Doritos: Nacho cheese, cool ranch, spicy Nacho, sweet chili heat
+ Cheetos: Cheetos crunchy, cheetos puffs, cheetos flamin hot
+ 1932: PepsiCo's first snack products included Lays potato chips. Since then, PepsiCo
has expanded its snack product portfolio and acquired many good brands each other in this
field. PepsiCo's popular snack brands include: Lays, Doritos, Cheetos, Tostitos, Ruffles, and
Quaker.

Cereal and biscuits:

+ Quaker Oats: Quaker cereal, Quaker ready-to-eat cereal, Quaker biscuits;
+ Cap'n crunch: Cereal cap'n crunch and other products; In 2001: cereals and biscuits
sector PepsiCo's branded presence was achieved through the acquisition of Quaker Oats
and has become part of PepsiCo's product portfolio.

Nutrition and health support products:

+ G Quenchers: Children's drinks rich in nutrients.
+ Sunbites: nutritional snack products from natural ingredients; For nutrition and health
support products PepsiCo has started expanded in recent years. For example, PepsiCo
acquired KeVita in 2016, a maker of fermented juices and natural health drinks.
I.Company/ Services/ Products

3. Products

Lay’s snacks

Cheetos snacks

Juice, pepsi, 7up, G quenchers,

quaker oats,...
4. Advantages and Disadvantages
Advantages
In addition, the company has expanded its lines of operations with involvement
in food snacks, and beverages, foods, as well as soft drinks. This gives them the
ability to serve a wider range of customers and hence improve profitability.
This is quite evident in their recent revenues results, which surpassed that of
Coca Cola. PepsiCo is now considered as one of the largest food industries in
the globe (Heizer & Render, 2011, pp.).

Disadvantages
The company receives criticism over its environmental conservation plan. This
is mainly because of the plastic bottles used in packaging their products.
Further improvement on this is required for justification of claims. Moreover,
management strategies have raised concern over its reaction to criticism on
health and environmental issues.

5. Proposal

The company can solve the problem of using plastic bottles that affect the
environment by organizing recycling programs, collecting used products, or
organizing seminars on how to use plastic bottles. Recycle plastic covers to
decorate them or create many other uses for them.
II. SALES ORGANIZATION
1.Customer & Commercial Leadership Teams: These teams are responsible
for developing PepsiCo's global sales strategy and driving growth and
innovation across its business. Key teams within this organization include
Global Categories and Franchise Management, Global Sales, Global
eCommerce, Global Insights, Global Marketing, and Global Operations.

2.Field Sales and Marketing Teams: These teams are responsible for
executing PepsiCo's sales and marketing strategies at the local level. They work
with customers and retailers to develop customized solutions and promotional
programs that drive sales and increase market share. These teams also collect
and analyze data on consumer preferences and market trends to inform
PepsiCo's product development and marketing strategies.

3.National Sales Management Teams: These teams are responsible for

managing and leading PepsiCo's sales teams across different regions or
channels. They develop and execute national sales strategies, manage
relationships with key customers, and provide direction to local sales teams.

4.Customer Operations Teams: These teams are responsible for ensuring that
PepsiCo's products are available and properly merchandised in retail stores and
other customer locations. They manage relationships with customers and
provide support for sales and marketing initiatives, including product displays,
promotional materials, and product training.

5.Sales Operations: This team is responsible for managing the day-to-day

operations of PepsiCo's sales organization, including sales planning,
forecasting, and reporting. They work closely with field sales teams to ensure
that sales targets are met and that sales strategies are effectively executed.
 II. SALES ORGANIZATION

Pepsi Sales
Manager

North Zonal South Zonal East Zonal West Zonal

Manager Manager Manager Manager

Regional Regional Regional Regional Regional Regional Regional Regional

Manager (retail) Manager (food) Manager (retail) Manager (food) Manager (retail) Manager (food) Manager (retail) Manager (food)

Area Sales Area Sales Area Sales Area Sales Area Sales Area Sales Area Sales Area Sales
Manager Manager Manager Manager Manager Manager Manager Manager

6. Advantages and Disadvantages

Advantages: The primary advantage of PepsiCo’s organizational structure is the
ability to focus on regional market needs. This is possible through market
divisions. The organizational structure also has the advantage of supporting
the consumer goods company’s global corporate control.

Disadvantages:
PepsiCo experiences the disadvantage of the limits of its organizational
structure in terms of flexibility. For example, the company has a single global
division for Frito-Lay. This characteristic reduces the company’s ability to
respond to market variations and changes in its Frito-Lay business.

7.Proposal
The solution for this problem is an improvement of divide such single global
divisions into regional market divisions, so that PepsiCo could enhance its
responses to market variations around the world.
 III. Selling proccess
1.Prospecting: The first step in the selling process is to identify potential customers
who may be interested in purchasing Coca-Cola products. This can be done through
market research, analyzing customer data, and referrals from existing customers.

2.Pre-approach: Once potential customers have been identified, the sales team
conducts research on their needs and preferences. This helps them prepare for the
sales pitch and tailor their approach to the specific customer.

3.Approach: In this stage, the sales team makes initial contact with the customer and
introduces themselves and their product offerings. The sales team will typically use a
combination of in-person meetings, phone calls, and email to reach out to potential
customers.

4.Presentation: After the initial contact has been made, the sales team presents the
features and benefits of PepsiCo‘s products to the customer. The presentation will
typically focus on how PepsiCo‘s products can meet the customer's needs and solve
their problems.

5.Handling objections: During the presentation, the customer may raise objections or
concerns about the product. The sales team will address these objections and provide
additional information to alleviate any doubts the customer may have.

6.Closing the sale: Once the objections have been handled, the sales team will ask for
the customer's business and try to close the sale. This can be done by providing
incentives or special offers, emphasizing the product's benefits, or simply asking for
the sale.

7.Follow-up: After the sale has been made, the sales team will follow up with the
customer to ensure their satisfaction with the product and address any issues that
may arise. This helps build customer loyalty and can lead to repeat business.
Overall, Coca-Cola's selling process is focused on understanding customer needs and
providing customized solutions that meet those needs. The sales team uses a
combination of research, communication, and persuasive techniques to build
relationships with customers and drive sales.
Advantages and Disadvantages

Advantages

One of the primary advantages of selling proccess pepsico is the focus on

customer satisfaction and retention. By implementing a proccess pepsico
model, businesses can ensure that their customers receive consistent,
high-quality service, which can lead to increased customer loyalty and
repeat business.

Disadvantages

One significant drawback of selling proccess pepsico is the lack of a

standardized approach. This can make it challenging for sales
representatives to consistently deliver the same message and close
deals. Additionally, the proccess pepsico model may not be suitable
for all types of businesses, as it requires a high level of commitment
and collaboration from all stakeholders.
 IV. SALES TARGET
PepsiCo targets a wide range of consumers, including young adults, families, health-conscious
individuals, and sports fans. The company designs its marketing campaigns to appeal to different
market segments, and it uses market segmentation to target particular consumer groups with
customized marketing messages. Since it enables the brand to operate across numerous markets
and employ a wide range of marketing strategies, we must say that its targeting strategy is
particularly significant. For instance, the company markets its Tropicana brand to health-conscious
people while marketing its Gatorade brand to athletes and sports enthusiasts.

PepsiCo strives to be a globally recognized leader in the food and benefits industries. The company
recognizes that this sector is constantly evolving, requiring consistent investment in product
development, technological advancements, operational excellence and continued visibility if it is to
maintain a competitive advantage. This implies that PepsiCo has implemented a process of creating
value for customers by continuously improving its product and service processes.
Consumer health is put first with bright, friendly architecture that minimizes environmental impacts
through saving water consumption, electrical energy and minimizing the number of bags.
packaging. On the other hand, PepsiCo also create harmony with consumers by working towards
society, customer religion, and environmental protection.

PepsiCo segmentation, targeting and positioning decisions can be specified as the essence of overall
marketing efforts. Segmentation involves dividing population into groups according to certain
characteristics, whereas targeting implies choosing specific groups identified as a result of
segmentation to sell products. Positioning refers to the selection of the marketing mix the most
suitable for the target customer segment.

PepsiCo is dedicated to becoming a globally-recognized leader in the convenience food and

beverage industry. The company acknowledges that this sector is ever-evolving, thus necessitating
consistent investments in product development, technological advancement, operational excellence,
and marketing if they are to maintain its competitive edge. This implies that PepsiCo has taken on
the challenge of creating value for its customers by continuously improving its products and services.

To achieve this goal, PepsiCo has adopted several strategies, including investing in research and
development to develop innovative products that are safe for consumers; expanding into new
international markets; targeting a variety of customer segments with tailored offerings; leveraging
technology to improve efficiency; increasing its presence across various channels such as retail and
e-commerce; investing in sustainability initiatives that yield long-term returns; building relationships
with local communities through social responsibility efforts; and actively seeking opportunities
outside the traditional core business.

By taking these steps, PepsiCo hopes to reap the rewards of being an established global leader in the
convenience food space while maintaining long-term financial success.

Besides,“Winning with purpose” is PepsiCo vision statement element is reflected in their dedication
to completing their objectives and ambitions. This translates to pursuing excellence as they strive
towards achieving the highest level of performance across all areas of the company. The business
believes that by staying firmly committed to this principle and having an understanding of its target
audience’s desires, success will be within reach.
Advantages and Disadvantages
Advantages
Advantages of Pepsico's Sale Target:
1. Increased Revenue: By setting a higher sales target, Pepsico can potentially generate more revenue,
which can be used to invest in research and development, expand the company's operations, or
distribute to shareholders as dividends.
2. Motivation for Employees: A higher sales target can serve as a powerful motivator for employees, as
it provides a clear goal for them to work towards. This can lead to increased productivity and job
satisfaction among employees.
3. Competitive Advantage: By setting a higher sales target, Pepsico can position itself as a more
ambitious and competitive company in the market. This may attract new customers and partners who
are impressed by the company's commitment to growth.

Disadvantages
1. Increased Pressure on Employees: Setting a higher sales target can put significant pressure
on employees, as they may feel the need to work longer hours or implement aggressive sales
tactics in order to meet the target. This can lead to burnout and reduced job satisfaction
among employees.
2. Unrealistic Expectations: If Pepsico's sales target is too high, it may be difficult for the
company to achieve, leading to disappointment and frustration among employees and
shareholders. This can also create a negative perception of the company, as it may appear to
be overly ambitious or unrealistic in its goals.
3. Potential for Costly Mistakes: In an effort to meet the higher sales target, employees may
be tempted to make costly mistakes, such as cutting corners on quality control or engaging in
unethical sales practices. These actions can have long-lasting negative consequences for the
company's reputation and financial stability.

Proposal

PepsiCo can create reward programs for employees when they achieve the set goals and
organize workshops or training programs to supplement sales knowledge as well as improve
the capacity of sales staff. They may try to come up with appropriate strategies and goals for
the company's sales staff.
 V. SALES BUDGET

PepsiCo (NASDAQ: PEP) expenses are largely driven by cost of sales, and selling, general and
administrative (SG&A) expenses, with both together expected to account for 92% of PepsiCo’s total
expenses in 2019. The company spent about 84.4% of its revenues on these two costs in 2018, similar
to the level in 2016. This is mainly due to the company’s high-cost bottling business as well as
significant spending on marketing and advertising campaigns.

Total Expenses
PepsiCo’s Total expenses as a % of Revenue declined from 92.4% in 2017 to 80.6% in 2018, due to
tax benefits received.
However, due to the very low base, the metric is expected to increase in 2019, however, it will still
likely be lower than 2017, as the company is set to benefit from cost reduction as a result of the
new Productivity plan.
Total expenses as % of revenue is expected to be at 91.4% in 2019 and 91% in 2020.
Net income margin is expected to drop to 8.6% in 2019 before rising to about 9% in 2020.

Cost of sales
Raw materials, direct labor and plant overhead, as well as purchasing and receiving costs, costs
directly related to production planning, inspection costs and raw materials handling facilities, are
included in cost of sales.
Cost of sales has been increasing over recent years from 44.9% in 2016 to 45.4% in 2018. The
metric is expected to go slightly up to 45.5% in 2019, driven by higher commodity costs. However,
cost of sales as % of revenue could see a marginal decline in 2020, led by expected stability in
commodity prices and the impact of refranchising (conversion of company-owned units to new
franchisees) a part of low-margin bottling plants.

The 2023 sale budget of Pepsico is expected to be around $80 billion. This budget is primarily driven
by the following factors:
1. Product Portfolio Expansion: Pepsico plans to invest heavily in expanding its product portfolio to
cater to the evolving consumer preferences and dietary trends. This includes introducing new
products, such as plant-based alternatives and low-calorie options, as well as enhancing existing
ones.
2. Research and Development: Pepsico aims to invest in research and development to create
innovative products and technologies that can enhance its competitive edge in the market. This
includes investing in cutting-edge research facilities and collaborating with academic institutions and
industry partners.
3. Market Presence: Pepsico is committed to strengthening its market presence by expanding its
distribution network and investing in marketing and promotional activities. This includes launching
targeted advertising campaigns, sponsoring sports events, and collaborating with influencers and
content creators.
4. Sustainability and Corporate Social Responsibility: Pepsico is also focused on incorporating
sustainability and corporate social responsibility (CSR) initiatives into its business operations. This
includes investing in renewable energy sources, reducing water usage, and promoting ethical
sourcing practices.
 Advantages and Disadvantages
Advantages
1. Increased Sales Revenue: By investing in product portfolio expansion, research and development, and market
presence, Pepsico can potentially generate a significant increase in sales revenue. This will not only benefit the
company financially but also contribute to its growth and expansion.
2. Enhanced Brand Image: By focusing on sustainability and corporate social responsibility initiatives, Pepsico can
improve its brand image and attract environmentally conscious consumers. This can lead to increased customer
loyalty and long-term business success.
3. Competitive Advantage: By investing in research and development and market presence, Pepsico can gain a
competitive advantage over its rivals in the global food and beverage industry. This can lead to increased market
share and higher profit margins.

Disadvantages
1. Higher Operating Costs: The sale budget of Pepsico for 2023 involves significant investments in product portfolio
expansion, research and development, and market presence. These investments can lead to higher operating costs,
which may negatively impact the company's profitability.
2. Increased Risk of Failure: The implementation of new strategies and initiatives can be risky, and there is no
guarantee that they will be successful. Failure to achieve the desired results could lead to financial losses and
damage to the company's reputation.
3. Potential Conflicts with Stakeholders: The sale budget of Pepsico for 2023 includes investments in sustainability
and corporate social responsibility initiatives. However, these initiatives may not be universally popular among all
stakeholders, such as shareholders or employees. This could lead to conflicts and potential disruptions in the
company's operations.

Proposal
This proposal aims to provide a comprehensive analysis of the various factors that will influence Pepsico's sales
budget, as well as a detailed breakdown of the proposed budget allocation:
1. Market Analysis To determine the appropriate allocation of Pepsico's sales budget, it is essential to conduct a
thorough market analysis. This analysis will involve examining the company's target markets, identifying trends and
opportunities, and assessing the potential impact of external factors such as economic conditions, technological
advancements, and regulatory changes.
2. Product Portfolio Analysis In addition to market analysis, Pepsico should also conduct a detailed analysis of its
product portfolio. This analysis will involve evaluating the performance of each product in the portfolio, identifying
areas for improvement, and assessing the potential impact of new product introductions or discontinuations on the
company's sales budget.
3. Sales Channel Analysis Another critical component of the sale budget proposal is a thorough analysis of Pepsico's
sales channels. This analysis will involve evaluating the effectiveness of each sales channel in driving sales,
identifying areas for improvement, and assessing the potential impact of new sales channel strategies or
investments on the company's sales budget.
4. Budget Allocation Based on the findings of the market analysis, product portfolio analysis, and sales channel
analysis, Pepsico should propose a detailed budget allocation for 2023. This allocation should consider factors such
as marketing and advertising expenses, research and development expenses, and sales channel investments.
5. Financial Projections To support the proposed budget allocation, Pepsico should also provide financial
projections for 2023. These projections should include estimates of revenue, gross margin, operating income, and
net income. By comparing these projections with the company's actual financial performance in previous years,
Pepsico can assess the feasibility of its proposed sales budget and make any necessary adjustments.
 VI. SALES STAFF RECRUITMENT

PepsiCo is continually recruiting exceptional talent throughout its business, and the company aims
to 'do good for the planet and our communities’.
If candidates want to be hired at PepsiCo, their starting point is the PepsiCo careers website. This is a
dedicated careers portal that manages all of PepsiCo's recruitment activities. Here, candidates can
search for job opportunities in their local area, learn more about what opportunities are available for
students and graduates, as well as learn more about the PepsiCo culture and company ethos. The
website features a useful chatbot (called Chester Cheetah) designed to answer any questions
candidate may have about Pepsi's hiring processes.
+ Stage 1:
When candidate are ready to proceed with their application, they must head to the dedicated
candidate zone. This is an automated applicant tracking system that will allow the firm to filter
through applications quickly and easily.The ATS will search through candidate initial PepsiCo job
application to determine if they have the right skills and qualifications that PepsiCo is looking for.
When submitting candidate initial application, they may be required to answer some pre-screening
test questions and/or one-way video questions. These will further help the PepsiCo recruiters to filter
through the talent pool.
+ Stage 2:
In the second stage of the PepsiCo hiring process, candidate will have a chance to engage with the
PepsiCo recruiters. First, candidate may be invited for a phone or video interview, where the
recruiters will have an opportunity to interview they formally. Then, they may be asked for a second
round of interviews, which may take place face-to-face, but are more likely to take place virtually.
This is because PepsiCo is working hard to improve its green credentials, and it sees virtual
interviews as a better way of offering flexibility to candidates. Some job roles may require an
additional psychometric assessment. PepsiCo uses especially designed automated program called
PepHire. This allows the firm to standardize its recruitment processes across the globe.
+ Stage 3:
If candidate are successful, the recruiters at PepsiCo will move into the onboarding stage of the
recruitment process. The candidate zone of the PepsiCo careers website will remain a functional
portal where candidate can upload key documentation and view their job offer. The role of the
candidate zone is to facilitate a seamless, virtual onboarding process.

PepsiCo focuses its interview questions on its five leadership principles, also known as its GREAT5.
Growth – This reflects a person's curiosity and ability to learn from novel situations by constantly
pushing outside their comfort zone and helping others to learn and develop.
Relationships – This involves building and maintaining trusting relationships across
organizational boundaries by modeling integrity, transparency and authenticity and being
respectful and inclusive of others.
Execution – The energy, enthusiasm and inspiration an individual brings to motivate others to
action and accomplish ambitious goals. It simplifies the complexity to drive quality results.
Agility – This involves adapting a person's style and approach to an ever-changing business
environment, managing pressure and embracing and championing change to drive
transformation.
Thinking – This reflects how an employee brings in and uses external insights (business,
customer or consumer, industry, global), thinks creatively and takes a long-term and holistic
perspective to make informed decisions.
Advantages and Disadvantages
Advantages
In addition, the company has expanded its lines of operations with involvement
in food snacks, and beverages, foods, as well as soft drinks. This gives them the
ability to serve a wider range of customers and hence improve profitability.
This is quite evident in their recent revenues results, which surpassed that of
Coca Cola. PepsiCo is now considered as one of the largest food industries in
the globe (Heizer & Render, 2011, pp.).

Disadvantages
The company receives criticism over its environmental conservation plan. This
is mainly because of the plastic bottles used in packaging their products.
Further improvement on this is required for justification of claims. Moreover,
management strategies have raised concern over its reaction to criticism on
health and environmental issues.

Proposal

The Company can establish an employee referral scheme where staff can refer
friends and family members for suitable positions. This will allow employees to
“screen” the candidate suitability and provide candidate with knowledge on
company culture. This increases the chances of a positive “job fit” between
recruit and organization
VII. SALES STAFF TRAINING
PepsiCo said: “Developing a highly talented workforce is essential for our ongoing success. We
cultivate employees' skills and experiences to improve retention, increase productivity and
effectiveness and drive our long-term success”. Pepsico further their employees's careers through
increased access to skill development, higher education, broadening experiences and new job roles
that offer growth opportunities to everyone at every stage.

Skill developement:
PepsiCo’s Global Learning Center of Expertise (COE) enables a culture of continuous learning and
development. In consultation with PepsiCo leaders, the COE sets priorities for global classroom and
online curriculum needs. PepsiCo curriculum is organized by topic across three categories: Leadership
and management; Future-ready workforce; Functional skills. Employees can mix-and-match online
and face-to-face content from these categories to suit their learning styles and objectives. Global
leadership programs are rich, hands-on experiences in which leaders solve real business problems
alongside global peers. PepsiCo’s learners emerge empowered to work in new ways, engaged in their
global strategy and better connected to other leaders across the business. PepsiCo leaders are
actively engaged in the teaching process, supporting learning in both formal and informal settings.
PepsiCo programs balance depth of learning with the time commitment of each program to help
employees fit education into their busy lives.

Higher Education:
Beyond the walls of PepsiCo business-related training, they also offer U.S.-based employees a debt-
free education program: ‘myeducation’. Through ‘myeducation’, launched in March 2022, employees
have access to more than 100 flexible upskilling programs from highly reputable schools and
universities. PepsiCo covers 100% of tuition costs, books and fees for programs within the debt-free
catalog, in addition to PepsiCo’s established tuition reimbursement program. Education paths offered
within the ‘myeducation’ catalog include:
+ Foundational learning opportunities, such as high school completion, college prep courses and
English language learning classes;
+ Undergraduate degrees in high-growth areas like business, operations and supply chain, data
analytics, technology and more;
+ Trade upskilling programs to gain new skills, such as obtaining a Commercial Driver's License
(CDL) for in-demand roles; and Boot camps and certificates in business-aligned areas that can be
completed with a smaller time investment.
Under the traditional tuition reimbursement program, U.S. employees may receive up to $5,250 in
yearly funding for certain programs and undergraduate degrees not included in the debt-free catalog.
Up to $8,000 in tuition assistance for graduate degrees is available per year, as well.

Broadening Experiences:
In 2022, PepsiCo launched ‘mydevelopment’, an internal talent marketplace allowing employees to
access internal jobs and stretch assignments based on their skills, capabilities and areas of
development. ‘mydevelopment’ uses AI to make personalized opportunity suggestions based on their
individual, self-input profile. Anyone can post a project or apply to work on a project, opening up
broadening experiences across functions and geographies at scale.

*Proposal:
PepsiCo can create development interventions that focus on individual skills - and connect them with
other HR tools - that will help PepsiCo employees find countless growth opportunities. Those future
opportunities could include projects, mentoring relationships, or new full-time roles.
 VIII. MOTIVATION
PepsiCo insist that: ‘Engaged employees have more fun at work, higher levels of career fulfillment, a
better sense of well-being and overall more satisfaction with where they work. Ensuring that PepsiCo
employees are engaged helps drive positive interactions between coworkers, as well as customers,
consumers and other external stakeholders’.
The PepsiCo Way, represent seven key employee behaviors that we believe will help to bolster our
mission, drive our vision and help PepsiCo adopt the mindset of Winning with pep+. In pursuing this
strategy, we strive to build a Faster, Stronger and Better company.

The Human Resource Department of Pepsi Company gives following incentives and benefits to
motivate their workers.
JOB SECURITY: They give assurance to the employees working that they would not be removed after a
certain time period of working. This promotes the employees to work sincerely because as they know
that they would be in the company for a longer duration they would try to put their best performance.
PAY ALLOWANCE: This means that the employees would get allowances for their various overheads
such as travel, food, housing etc. This is an added advantage to the employees working to motivate
them to produce and give their output effectively.
PROMOTION TO NEXT DESIGNATION WHICH IS PURELY ON MERIT: This is an important factor of
motivation, when an employee gets an opportunity to be promoted purely through his merit he tries
to put in his best performance. This creates an atmosphere of competition among employees this is
good because it increases the productivity of the workers.
ANNUAL PERFORMANCE APPRAISAL: Pepsi organizes an annual performance appraisal program in
which the best employee, proactive employees of the year and various other categories are elected
and felicitated. This creates recognition for hard work, Job satisfaction and effort put in by each
member. This motivates each one to obtain that recognition.
FREE DISPENSARY: This means free allowance for medication. If an employee falls sick his medication
cost and the bills would be covered up the company. This one of a major advantages and a motivator
which creates an impression in the minds of each employee that whatever happens the medication
cost would be covered up by the company. This also avoids one of a major mind barrier that is
Perception about the company.
CASH REWARDS: The Company also provides extra cash rewards to the really sincere and devoted
workers. This also applies to those employees who have worked in the company for more than 10 or
15 years.
BONUSES: This is a also a reward a reward gifted to the workers for the merits and hard work.

*Proposal:
PepsiCo should reward high-performing and well-known subordinates and help those who are
underperforming to gain confidence. Confidence is not a natural trait; it is acquired over time through
a systematic learning process. Extra training is more than a perk for underperforming staff.
Employees should be able to choose from a variety of incentives, thus the company should categorise
and diversify them. They might be monetary, non-monetary, performance-based, or recognition-
based incentives. Pepsi should also promote openness and minimise bias while rewarding employees,
with any employee receiving a bonus for a job well done. Coca-Cola should also focus on increasing
the worth of their employees.
 IX. EVALUATION
Strengths:
1.Strong Brand: PepsiCo has a strong brand that is recognized globally. This gives the company an
advantage in sales, as it is easier to sell products that are already well-known and trusted by
consumers.
2.Diverse Product Line: PepsiCo offers a diverse range of products, from soft drinks to snacks and
other food items. This allows the company to reach a broad customer base and offer multiple
products to a single customer, increasing sales opportunities.
3.Strong Sales Team: PepsiCo has a strong sales team that is motivated to meet sales targets and
deliver results. The company invests in training and development to ensure that its sales staff are
equipped with the skills and knowledge they need to succeed.
4.Effective Sales Strategies: PepsiCo uses a variety of sales strategies, including promotions,
discounts, and targeted marketing campaigns, to drive sales and achieve its sales targets.

Areas of Improvement:
1.Increased Competition: PepsiCo faces increased competition from other companies, particularly in
the beverage and snack industries. To maintain its sales growth, the company will need to continue
innovating and adapting its sales strategies to stay ahead of the competition.
2.Shifting Consumer Preferences: Consumer preferences are constantly changing, and PepsiCo will
need to stay attuned to these changes in order to continue selling products that meet customer needs
and preferences.
3.Evolving Sales Channels: As the retail landscape changes, PepsiCo will need to adapt its sales
channels to reach customers through new and emerging channels, such as e-commerce and social
media.

*REFERENCES:
https://www.pepsicojobs.com/main
https://psychometric-success.com/aptitude-tests/test-types/pepsico-hiring
https://investors.pepsico.com/docs/default-source/investors/q3-2023/q3-2023-
earnings-release_wlddafg8sim0xvmu.pdf