COCA COLA

Presented by Coca Cola Team

MEMBERS LƯU THỊ HOÀI THƯƠNG

COCA COLA TEAM

NGUYỄN HUY BẢO HÂN

NGUYỄN LINH NGA

C O C A C O L A T E A M
 Content and Topic Outline

I. Product/ Service/ Company

II. Sales Organization
III. Selling Process
IV. Sales Targets
Table Of V. Sales Budget
VI. Sales Staff Recruitment
Contents VII. Sales Staff Training
VIII. Motivation
IX. Evaluation
 I. COMPANY -
PRODUCT - SERVICE
COCA COLA
 A COLORFUL HISTORY

In Atlanta, Georgia, on May 8, 1886. Dr. John Stith

Pemberton, a local pharmacist, produced the syrup for
Coca‑Cola.

From that one iconic drink, they’ve evolved into a total

beverage company. More than 2.2 billion servings of
their drinks are enjoyed in more than 200 countries and
territories each day.

About They have expanded to more than 200 brands and

COCA-COLA thousands of beverages around the world, from soft drinks
and waters, to coffee and teas. (Fanta, Dasani, Sprite,...)
 PENETRATE THE VIETNAMESE MARKET

Coca Cola began to be known in Vietnam in 1960, but

not until 1994, that it officially started doing
business here.

Coca-Cola Vietnam currently has factories located in

Ho Chi Minh City, Da Nang and Hanoi,.

About To date, they have expanded their distribution network

COCA-COLA to 100% of retail points nationwide to ensure that

Coca Cola products are available in every corner of the
in Vietnam country.
 VARIETY, ATTRACTIVE AND DELICIOUS!

About
COCA-COLA’s
PRODUCTS
OUR PLANET
MATTERS.

COCA-COLA
SUSTAINABILITY
Focusing on a World Without Waste:
They aim to collect and recycle a bottle or can for every one
they sell and make 100% of their packaging recyclable.
Maximizing water conservation:
They are water balanced and return 100%+ of water used in
their drinks. Their water stewardship goals are aimed at
increasing water security where they operate, source
ingredients and touch people's lives.
Reducing carbon footprint
They set a target to reduce their carbon emissions 25% by
2030 from a 2015 base year.

And more...
 II. SALE
ORGANIZATION
COCA COLA
 NEATLY PLANNED SYSTEM:
Global Business Units ( GBUs): Responsible for managing and
developing the company's brand portfolio in the region.

Functional Departments: These departments provide specialized

expertise in their respective areas and support global operations
like marketing, finance, supply chain, and HR.

Strategic Business Units (SBU): Coca-Cola has various strategic

business units (SBUs) responsible for specific product categories,
About such as sparkling beverages, juices, and dairy.

COCA-COLA’s
Coca- Cola Bottlers: Coca-Cola’s products are primarily
SALES distributed through independent bottling partners worldwide. The

ORGANIZATION company’s core organization are responsible for sales and

distribution within specific territories.
 CE0 (James Quincey)

Marketing Finance R&D Strategy plan Production

International Director

Marketing Finance R&D Strategy plan Production

Regional directors

North America Europe Pacific Latin America Asia-Europe Africa

Management area Management area

Subsidiaries Subsidiaries
III. SELLING PROCESS
COCA COLA
 PROSPECTING

Coca Cola's market segmentation strategy is based on two

main criteria: demographics and geographical location.
Coca-Cola Vietnam has built a wide distribution system
across the country.
Coca-Cola Vietnam has factories in HCM, Da Nang and
Hanoi.

PREPARATION

The company uses their web site and social media to qualify
their leads, some techniques are surveys, snapshots, news
stories, polls and connecting with social networks.

PROSPECTING & PREPARATION

 APPROACH

Advertising channels (TV ads, Social media, OOH, PR,

Event...)
Diversify potential customer groups (Individual customers,
International customers, Agents, Retailers,...)
Sponsoring/ Social activities
Large distribution system

PRESENTATION
Personal selling
Discounts to boost sales
Tie - ins
Giveaways

APPROACH & PRESENTATION

 Handling Objections

“Voices from our customers” site

The Coca-Cola Company on their main site has
information and a feedback site to follow up on their
selling process, if it was successful in wants and needs or
unsuccessful in certain critiques.

CLOSING
Offering promotional packages on products and
promotions
Flexible appropriate pricing strategies

AFTER BUYING & CLOSING

 FOLLOW - UP

Answer customer inquiries

Update information on customer needs
CRM technology allows updating and storing information
about the needs of customers' products and services to
take care of customers in the best way.
Promotion: to encourage customers to continue buying
and using the product.

FOLLOW - UP
 PROPOSAL

Follow - up:
Creating relationships with customers by regularly
interacting: Sending periodic emails, call to check
service or product status.
Listening to feedback from customers and evaluating
to adjust and improve customer care levels at all
agent systems and distribution channels to provide
product quality and better service for customers.
Presentation:
Develop activation: All new products are introduced
and displayed at different points of sale. It could be a
market, a supermarket, or a commercial center.
Closing:
Close the sale by creating the last chance

PROPOSAL
VI. SALES TARGET
COCA COLA
 AGE:
Young people between 10
COCA-COLA’S and 35
TARGET They use celebrities in their
advertisements to attract them and
CUSTOMER arrange campaigns in universities,
schools, and colleges.

Middle-aged and older

adults
People that are diet conscious or
diabetic by offering diet coke.

INCOME, FAMILY SIZE, GEOGRAPHYCAL AND GENDER:

DIVERSE AND FLEXIBLE!
COCA-COLA’S TARGET PRODUCTS:

COCA-COLA
OFFERS:
Sparkling water, dairy, fruit juices,
organic and plant-based drinks, teas
and coffees.
COCA-COLA’S STRATEGY & OBJECTIVES:
V. SALE BUDGET
COCA COLA
 Coca Cola is the world's leading
beverage company, providing a variety of
products such as Coke, Diet Coke, Fanta,
Sprite and Dasani,...
OVERVIEW OF According to 2022 statistics, Coca-Cola
COCA-COLA brought in about 43 billion USD in
revenue. Gross profit reached 25 billion
USD, an increase of 7.32% compared to
2021.
Of which, pre-tax profit reached 11.68
billion USD and net income reached
about 9.5 billion USD.
 Fixed cost budget:
Cost of raw materials
Office and location rental costs.
Employee salary costs.
Development and market research costs:
SALE BUDGET OF Other expenses: transportation, sales supplies,...
COCA-COLA Variable cost budget:
Advertising costs.
Packaging, shipping and handling costs.
Commissions paid to agents, sales
representatives.
Bonuses based on employee productivity.
Cost of training and training sales force.
VI. SALES STAFF
RECRUITMENT
COCA COLA
DEGREE REQUIREMENT JOB DESCRIPTION BENEFIT

1 -3 year of work Laptop

experience Insurance
Having sales Training staff on sales process and policy
experience in the distribution skills. Tourism
Bachelor's FMCG industry. Work with distributors and manage the Allowance
degree Understanding of Company's Sales Staff at the Uniform
direct sales distributor. Bonus mode
system/process. Arrange distribution of advertising Health care
Active and materials. Train
hardworking, Responsible for implementation and Salary
willing to travel. coverage of sales points in the area. increase
Make work plans for sale staff. Promotion
DEGREE REQUIREMENT JOB DESCRIPTION BENEFIT

1 years experience may be Deploy sales, take orders from Insurance

required customers and report to the policy
Graduated
Good communication, company. Allowance
from high
customer service. Develop customer network, Uniform
school,
Know how to use company- maintain good relationships with Bonus mode
intermediate
issued vending machines. customers to achieve Train
school or
Energetic and willing to Salary
college or Daily/Weekly/Monthly sales targets.
travel within assigned area. increase
university. Serve customers, answer customer
Annual health
questions, track customer orders.
check-up
This position reports to Regional
Sales Supervisors.
PROPOSAL PROPOSAL

Increase in salary, or travel incentives for

employees through work performance:
Designated KPIs and OKRs
Use the BSC balanced scorecard
360 degree feedback method
Use software reviewers
Coca should add a recruitment section to
the company's official website:
Chat with the applicant
Direct calls or emails can help connect
with the employer brand
VII. SALES STAFF
TRAINING
COCA COLA
The Coca‑Cola Company is committed to prioritizing career development increasing
transparency and providing flexibility and choice on how career growth is achieved.
They offer training course include those skills:

Enterprise & Functional Capabilities

Collaborative Work Environment
Unparalleled Work Experiences
Leadership
 Advantages:
COCA-COLA’S Covers many necessary skills.
STAFF More effective in future work.
TRAINING The training process is methodical and thorough.
PROPOSAL Trained by leading experts who have been in the industry
for a long time.

Disadvantages:
The scandal “Coca-Cola Asks Its Workers to Be 'Less
White' to Fight Racism” in 2021.
Tools can be used to manage the training process even
more effectively.
VIII. MOTIVATION
COCA COLA
In the beverage industry, the
key path to corporate success
is the effectiveness of the
sales force.

A beverage manufacturer's
sales force typically comprises
18% - 27% of the company's
cost base.
Coca-Cola always wants to understand
the needs, preferences and expectations
of consumers, focuses on creating fresh,
fun and memorable experiences for
consumers.

Coca-Cola wants to build a global brand

with strong recognition and good value
from consumers.
Coca Cola wants to promote
representative stores to increase or
maintain sales, earning profits for the
company.

Coca Cola wants to expand

internationally, develop a global
network and reach out to newer
markets.
IX. EVALUATION
COCA COLA
 ASSESSING SALES MANAGEMENT OF COCA COLA

Strong Distribution Network: Over 700,000 outlets in over 200

countries.
Brand portfolio: Coca Cola’s diverse brand portfolio, including

STRENGTHS
popular brands capturing different customers.
Market research: Identifying insights of consumer, brand can gather
the right data, better allocate resources, time, and efforts in sales
management.
Sales force and development: Developing programs focusing on
product knowledge and effective sales techniques that enable the
sales team to maximize revenue potential.
 ASSESSING SALES MANAGEMENT OF COCA COLA
Sales Forces collaboration & Alignment: Collaborating between
sales team and other departments to improve synergy.

IMPROVEMENT
Sales performance metrics and analysis: “Backcast” tool & Long-

AREAS FOR
Range sales control.
Adaptability to chang consumer preferences: They use consumer
feedback and preferences to develop new beverage variants,
packaging, and formulations that cater to changing tastes and
trends.
Sales and Marketing integration: Strengthening integration between
sales and marketing teams can improve overall sales effectiveness.
 PROPOSAL
Sales Force Training and
Brand Portfolio Assessment: Development: Assess the
Analyze the effectiveness of effectiveness of
Coca Cola's brand portfolio in PepsiCo's sales force
capturing customer segments training programs and
and aligning with preferences their alignment with
and trends. market dynamics.
Collaboration and
Alignment: Evaluate the
level of collaboration and
integration between
sales teams,
departments, and
marketing strategies.
Thank
you!!