BỘ GIÁO DỤC & ĐÀO TẠO TP.

HCM

ĐẠI HỌC KINH TẾ – TÀI CHÍNH TP.HCM

----------------------------

ĐỀ TÀI

SALE MANAGEMENT
CLASS: MGT110E7E.A02E
LECTURER: Nguyen Tiến Huy
STUDENT NAME: Đoàn Long Đức Dũng
ID: 215047155
THÀNH PHỐ HỒ CHÍ MINH – 2024
First of all, I would like to send respectful greetings and good health
wishes to you.

I am writing this letter to express my deep gratitude to you for

everything you have given me during my time studying at this school.

You are the one who instilled in me a passion for the subject [Subject
name], and helped me realize my potential. He is always patient,
enthusiastically answers all my questions, and always encourages me to
try my best. Thanks to your guidance, I have achieved many academic
achievements, and I believe that the knowledge and skills you have
taught me will help me a lot in the future.

I also want to thank you for always caring about the spiritual life of your
students. He always creates an open, friendly learning environment, and
helps me feel comfortable sharing my thoughts and feelings. You are a
teacher, a friend, and a second father to me.

I apologize for the times I was not obedient and did not complete my
duties well. I promise to always try to study and practice so as not to
disappoint your expectations.

I wish you good health, happiness and success in your career.

Sincerely,
Introduction

Here is a brief introduction to Pepsi:

Pepsi is a carbonated soft drink sold in stores, restaurants, and vending

machines throughout the world. It is produced by PepsiCo and was first
developed in 1893 by Caleb Bradham, a pharmacist from New Bern,
North Carolina. Bradham named the drink "Brad's Drink" and marketed
it as a "tonic" that could help with digestion and headaches.

In 1898, Bradham renamed the drink "Pepsi-Cola" and began to sell it

nationally. The drink was initially successful, but sales declined in the
early 1900s. In 1931, the Pepsi-Cola Company was purchased by
Charles Guth, who renamed it the Pepsi-Cola Corporation. Guth
invested heavily in marketing and advertising, and Pepsi-Cola sales
began to increase.

In the 1950s, Pepsi-Cola began to challenge Coca-Cola for the top spot
in the soft drink market. The two companies engaged in a series of
advertising campaigns that became known as the "Cola Wars." Pepsi-
Cola's advertising was often humorous and edgy, and it appealed to a
younger generation of consumers.

In the 1960s, Pepsi-Cola introduced a number of new products,

including Diet Pepsi and Mountain Dew. The company also began to
expand its international operations. Today, Pepsi-Cola is one of the most
popular soft drinks in the world. It is sold in over 200 countries and
territories and generates billions of dollars in revenue each year.

PepsiCo is a multinational food, snack, and beverage corporation

headquartered in Purchase, New York. In addition to Pepsi-Cola, the
company's other brands include Frito-Lay, Gatorade, Tropicana, and
Quaker Oats. PepsiCo is one of the largest food and beverage companies
in the world, and its products are enjoyed by consumers around the
globe.
TABLE OF CONTENT

CHAPTER I: INTRODUCTION COMPANY AND PRODUCT

1 1. History and Development of Manulife

1 2. Business activities

1.3 Brand image development

1.4 Business development

1.5 The company's fundamental value

1.6 Slogan

1.7 Mission

1.8 Vission

1.9 Core values

1.10 Business products

5. PROPOSAL

CHAPTER II: SALE ORGANIZATION

1. Organizationa structure
2. Organizational structure at pepsi

3.Organizational structure of pepsi

2. Management and Employees

2.1. Management

2.2. Employees
3. PROPOSAL

CHAPTER III: SELLING PROCESS

3.1 Prospecting

3.2 Preparation

3.3 Approach

3. Presentation
4. Handling objections
5. 28 6. Closing
6. Follow–up
7. PROPOSAL

CHAPTER IV: SALE TARGET

4.1 Pepsi customer segment

4.2 Pepsi sales target

4.3 Proposals

CHAPTER V: SALES BUDGET

5.1 Sales budget of pepsi

5.2 Advantage- Disadvantage of pepsi sales budget

CHAPTER VI: SALES STAFF RECRUITMENT

6.1 Pepsi recruitment channels

6.2 Pepsi recruitment process

6.3 Sales staff (b2b)

6.4 Proposal
CHAPTER VII SALES STAFF TRANING

7.1 Training sales team for Pepsi's strictness

CHAPTER VIII MOTIVATION

1. Maslow’s Hierarchy of Needs Theory

2. Goal-Setting Theory

3. Herzberg’s Two-Factor Theory

4. Expectancy Theory

5. Sales Volume and Profitability

6. Employee Satisfaction

7. Recommendation

8. Conclusion

CHAPTER IX: EVALUATION

1 An Overview of pepsi

2 SWOT analysis of pepsi

3 pepsi’s Strengths

4 Pepsi Weaknesses

5 Pepsi’s Opportunities

6 Pepsi’s Threats
 CHAPTER I: INTRODUCTION COMPANY AND PRODUCT

This chapter serves as an introduction to Pepsi, delving into the history

and development of the Pepsi Company and its flagship product, Pepsi-
Cola.

1.1 The PepsiCo Story

 Briefly introduce PepsiCo, its current headquarters location

(Purchase, New York), and its status as a multinational food,
snack, and beverage corporation.
 Mention some of PepsiCo's well-known brands beyond Pepsi-Cola
(e.g., Frito-Lay, Gatorade, Tropicana, Quaker Oats).
1.2 The Birth of Pepsi-Cola

 Introduce Caleb Bradham, the pharmacist from New Bern, North

Carolina, who created "Brad's Drink" in 1893.
 Briefly explain the initial purpose of Brad's Drink, marketed as a
"tonic" for digestion and headaches.

1.3 From Brad's Drink to Pepsi-Cola

 Discuss the renaming of the drink to "Pepsi-Cola" in 1898 and its

transition to a national product.
 Briefly touch upon the initial success followed by the decline in
sales during the early 1900s.

1.4 The Pepsi-Cola Corporation and Growth

 Introduce Charles Guth and his acquisition of the Pepsi-Cola

Company in 1931.
 Highlight the importance of Guth's investment in marketing and
advertising, leading to a rise in Pepsi-Cola sales.

1.5 The "Cola Wars" and Beyond

 Briefly discuss the rivalry between Pepsi-Cola and Coca-Cola in

the 1950s, known as the "Cola Wars."
 Mention Pepsi-Cola's marketing strategies that appealed to a
younger generation, often employing humor and a more edgy
approach.

1.6 Product Diversification and Global Expansion

 Introduce the launch of new PepsiCo products in the 1960s, such

as Diet Pepsi and Mountain Dew.
 Briefly mention Pepsi-Cola's international expansion efforts that
continue to this day.

1.7 Conclusion
  Briefly summarize Pepsi's journey, from its humble beginnings to
its current status as a global brand.
 You can conclude by mentioning PepsiCo's position as a leading
food and beverage company, highlighting its impact on consumers
worldwide.

Note: This is a framework for Chapter I. You can adjust the level of
detail and add specific examples based on your research and the overall
length of your paper.

II. BUSINESS ACTIVITIES

1. Production and Manufacturing:

 PepsiCo manufactures a vast array of food and beverage products

under its own brands and through contract manufacturers.
  This includes processing raw materials, creating food formulations,
and bottling or packaging drinks.

2. Marketing and Advertising:

 PepsiCo invests heavily in marketing and advertising to promote

its brands to consumers around the globe.
 This involves traditional advertising methods like television
commercials and print ads, as well as digital marketing strategies
and social media campaigns.

3. Distribution and Sales:

 PepsiCo utilizes a complex distribution network to get its products

to consumers.
 This includes direct-store delivery to supermarkets and
convenience stores, distribution through warehouses, and
partnerships with independent distributors and wholesalers.
4. Research and Development:

 PepsiCo invests in research and development to create new and

innovative food and beverage products.
 This involves developing new flavors, improving existing
formulations to meet consumer preferences, and exploring new
technologies for packaging and production.

5. Strategic Acquisitions:

 PepsiCo occasionally acquires existing food and beverage

companies to expand its brand portfolio and enter new markets.
 An example is the acquisition of Pioneer Foods in South Africa,
which strengthened PepsiCo's presence on the African continent.

6. Sustainability Initiatives:

 In recent years, PepsiCo has placed a greater emphasis on

sustainability efforts.
 This includes initiatives to reduce its environmental footprint,
promote sustainable agriculture practices in its supply chain, and
develop recyclable packaging solutions.

By focusing on these core business activities, PepsiCo has established

itself as a leading player in the global food and beverage market. Their
diversified product portfolio, strong brand recognition, and strategic
approach ensure they remain competitive in a dynamic industry.

III. THE COMPANY’S FUNDAMENTAL VALUE

1. Core Values of PepsiCo:

 Honesty, Fairness, and Integrity: These values ensure Pepsi

products are made with quality ingredients and adhere to high
safety standards.
 Diversity and Inclusion: This translates to Pepsi embracing a
multicultural audience and perhaps influencing product
development to cater to diverse tastes.
 Environmental Sustainability: Pepsi strives to minimize its
environmental impact, potentially influencing packaging choices
and production methods for Pepsi.
 Performance with Purpose: This signifies Pepsi's commitment to
success while considering social responsibility – perhaps
influencing Pepsi's involvement in community initiatives.
2. Pepsi Brand Values (Inferred):

Based on PepsiCo's core values and Pepsi's brand image, we can infer
some fundamental values Pepsi likely embodies:

 Quality and Consistency: Pepsi strives to deliver a high-quality

product with a consistent taste experience.
 Innovation: Pepsi has a history of introducing new flavors and
product variations, reflecting a commitment to keeping the brand
exciting.
 Fun and Upbeat Image: Pepsi's marketing often employs humor
and targets a younger audience, suggesting a value of being
enjoyable and youthful.
 Competitive Spirit: The "Cola Wars" history highlights Pepsi's
competitive drive to be a major player in the beverage market.
 Accessibility and Value: Pepsi is generally positioned as an
affordable and readily available beverage, making it accessible to a
broad range of consumers.

 3.1. Slogan
 1898: "Brad's Drink"
 1903: "Pepsi-Cola"
 1904: "The Original Pure Food Drink"
 1909: "Delicious and Harmless"
 1923: "Drink Pepsi-Cola, It's Good"
 1931: "Twice as Much for a Nickel"
 1939: "Pepsi-Cola Hits the Spot"
 1940: "Taste the Difference"
 1949: "More Bounce to the Ounce"
 1950: "Be Sociable, Have a Pepsi"
 1957: "Say Pepsi, Please"
 1961: "Now It's Pepsi for Those Who Think Young"
 1963: "Come Alive! You're in the Pepsi Generation"
 1967: "Pepsi Pours It On"
 1970: "The Taste That Beats the Others Cold"
 1972: "Join the Pepsi People"
 1974: "Catch that Pepsi Spirit"
 1976: "Pepsi's Got a Lot to Give"
 1983: "Pepsi Now!"
 1984: "The Choice of a New Generation"
 1991: "Gotta Have It"
 1992: "Be Young, Have Fun, Drink Pepsi"
 1993: "The Joy of Cola"
 1997: "It's the Pepsi, I Can Feel It"
 1998: "Generation Next"
 2001: "The Joy of Pepsi"
 2003: "Pepsi. It's the Cola"
 2005: "Ask for More"
 2007: "More Than Just a Cola"
 2008: "Dare for More"
 2010: "Everything is Better with Pepsi"
 2011: "Unbelievable"
 2012: "Live for Now"
 2013: "Pepsi Max. The Taste is Back"
 2014: "Pepsi. That's What I Like"
 2015: "Taste the Feeling"
 2017: "Pepsi. For the Love of It"
  2019: "Join the Conversation"
 2020: "That's What I Like"

3.2 Mission

Create more smiles with every sip and every bite. By creating joyful
moments through our delicious and nourishing products and unique
brand experiences."

This mission statement highlights several key aspects of PepsiCo's

goals:

 Bringing enjoyment to consumers: Delivering tasty and

satisfying products that create positive experiences.
 Focus on deliciousness and nourishment: Balancing enjoyment
with offering some level of nutritional value.
 Crafting unique brand experiences: Going beyond just the
product by creating memorable associations with the Pepsi brand.
While this is PepsiCo's overall mission, some might argue Pepsi itself
embodies a more specific, inferred mission within the broader company
goals. This inferred mission for Pepsi could be:

 Providing a refreshing, enjoyable beverage experience.

 Offering a youthful, fun, and accessible drink option.

3.3 Vission

Similar to the situation with mission, Pepsi itself doesn't have a publicly
announced vision statement. PepsiCo, however, has a company vision
that encompasses all its products and brands, including Pepsi. Here's the
PepsiCo vision statement:

"To be the global leader in convenient foods and beverages by

winning with purpose."

This vision statement focuses on PepsiCo's aspirations as a company:

 Global leadership: Striving to be the number one company in the

convenient food and beverage industry worldwide.
 Convenience: Offering products that are readily available and easy
to consume on-the-go.
 Winning with purpose: Achieving success while also considering
social responsibility and positive impact.

While PepsiCo's vision provides a direction for the company, we can

again infer a potential vision for the Pepsi brand itself based on its image
and market positioning:

 To be the world's leading choice for a refreshing, fun, and

accessible carbonated beverage.

3.4 Core Value

While Pepsi itself doesn't have a single, officially declared core value,
we can look to PepsiCo's core values and the overall image of the Pepsi
brand to infer some fundamental principles Pepsi likely embodies.
Here's a breakdown:

1. PepsiCo's Core Values:

 Honesty, Fairness, and Integrity: This translates to Pepsi likely

using high-quality ingredients and adhering to safety standards in
production.
 Diversity and Inclusion: Pepsi might embrace a multicultural
audience in its marketing and potentially develop products with
broader taste preferences in mind.
 Environmental Sustainability: Pepsi could be working towards
minimizing its environmental footprint, influencing packaging
choices and production methods.
 Performance with Purpose: This suggests Pepsi strives for
success while considering social responsibility – perhaps
influencing its involvement in community initiatives.
4. Bussiness Product

1. Product Portfolio and Innovation:

 PepsiCo offers a wide range of beverages, including regular Pepsi,

Diet Pepsi, Pepsi Zero Sugar, and various flavored variations.
 They continuously innovate by introducing new flavors and sugar-
free alternatives to cater to evolving consumer preferences.

2. Manufacturing and Distribution:

 PepsiCo utilizes a vast network of manufacturing plants and

distribution centers to ensure Pepsi reaches supermarkets,
convenience stores, restaurants, and vending machines globally.
 This network involves both company-owned facilities and
partnerships with contract manufacturers and distributors.

3. Marketing and Branding:

 PepsiCo invests heavily in marketing campaigns to promote Pepsi

and its other brands.
 This includes traditional advertising methods like television
commercials and social media strategies to build brand awareness
and connect with consumers.

4. Competitive Advantage:

 PepsiCo strives to differentiate Pepsi from competitors like Coca-

Cola by:
o Emphasizing a youthful and fun brand image through
marketing.
o Offering a variety of flavors and sugar-free options.
o Focusing on affordability and accessibility for consumers.

5. Sustainability Initiatives:
  PepsiCo is increasingly focused on sustainability efforts, which
might influence Pepsi's packaging materials and production
methods in the future.

CHAPTER 2: SALE ORGANIZATION

1. Organization structure
1.1. Organizational structure at pepsi

Hierarchical Structure with Market-Based Divisions:

 PepsiCo follows a hierarchical structure with a CEO at the top

overseeing the entire company.
 Below the CEO, PepsiCo is divided into various market-based
divisions, each focused on a specific geographic region or product
category.

Potential Divisions Influencing Pepsi:

 PepsiCo Beverages North America (PBNA): This division likely

oversees Pepsi production, marketing, and distribution within
North America. It would play a major role in decisions concerning
Pepsi within this region.
  PepsiCo Europe or PepsiCo Asia, Middle East, and North
Africa (AMENA) (depending on your region): If you're focusing
on Pepsi's operations outside North America, the relevant division
would be PepsiCo Europe or PepsiCo AMENA. These divisions
handle Pepsi's business within their respective geographic areas.

Functional Departments within Divisions:

 Each market-based division likely has functional departments like

marketing, sales, research and development, and finance. These
departments work together to ensure Pepsi's success within their
assigned market.

Matrix Management means "potential" in Japanese, added for clarity]

 PepsiCo might also utilize a matrix management structure to some

extent. This means teams can be formed across different functional
departments and market divisions to work on specific projects
related to Pepsi. For example, a marketing campaign for a new
Pepsi flavor might involve collaboration between the marketing
teams from PBNA and PepsiCo Europe.

1.2. Organizational structure of pepsi

Delving into PepsiCo's Organizational Structure

PepsiCo, the parent company of Pepsi, employs a hierarchical structure
with global leadership overseeing various geographic and product-based
divisions. This structure influences decision-making, communication,
and overall operations for Pepsi and other PepsiCo brands. Here's a
breakdown of key elements:

 Leadership Team: At the helm is a CEO and executive team

responsible for setting the strategic direction for the entire
company.

 Geographic Divisions: PepsiCo operates through geographically

focused divisions, such as PepsiCo North America, PepsiCo
Europe, PepsiCo Asia, Middle East, and North Africa (AMENA),
and PepsiCo Latin America. Each division manages Pepsi and
other PepsiCo products within its assigned territory. This allows
PepsiCo to tailor strategies and marketing approaches to specific
regional preferences and market conditions.
  Product-Based Divisions (Optional): In addition to geographic
divisions, PepsiCo might have separate divisions focused on
specific product categories. While not confirmed, an example
could be a "Global Beverage Group" that oversees all beverage
products, including Pepsi. This structure allows for centralized
expertise and resource allocation for beverage development and
marketing.

 Functional Departments: Within each geographic or product

division, functional departments like marketing, sales, research and
development, and finance handle day-to-day operations for Pepsi
and other brands. These departments work together to ensure
successful product launches, effective marketing campaigns, and
efficient distribution for Pepsi within their respective markets.

 Matrix Management (Potential): PepsiCo might utilize a matrix

management structure to some extent. This means cross-functional
teams can be formed, bringing together personnel from different
departments and divisions to work on specific projects related to
Pepsi. For example, a new marketing campaign for Pepsi might
involve collaboration between marketing teams from PepsiCo
North America and the global beverage division (if it exists).

2. Management and Employees

2. Management and Employees of Pepsi

Pepsi, as a product under PepsiCo, doesn't have its own separate

management team or employee base. However, PepsiCo has a well-
defined leadership structure and workforce that oversees Pepsi's
development, production, marketing, and sales. Let's delve into
PepsiCo's management and employee landscape:

2.1. Management Structure

  Executive Leadership: PepsiCo is led by a CEO and a team of
executive officers with expertise in various business functions like
finance, marketing, and operations. These executives set the
overall direction for the company, including strategies for Pepsi
and other PepsiCo brands.
 Divisional Leadership: PepsiCo operates through geographically
focused divisions, each with its own president or senior vice
president responsible for overseeing Pepsi and other brands within
that region. These divisional leaders translate the company's
overall strategy into actionable plans for their specific markets.
 Brand Management: Within each division, there might be a
dedicated brand management team for Pepsi. This team would be
responsible for developing marketing campaigns, managing
product development initiatives, and ensuring Pepsi's success
within the assigned market.
 Functional Leadership: Each division likely has functional
departments like marketing, sales, and research & development,
led by directors or vice presidents. These functional leaders
oversee their respective teams and contribute to the success of
Pepsi through their area of expertise.

2.2. Employee Landscape

PepsiCo employs a vast workforce with diverse skills and backgrounds.

Here's a general overview of the types of employees who might
contribute to Pepsi's success:

 Marketing and Sales Professionals: Responsible for developing

and executing marketing campaigns, managing brand partnerships,
and driving sales for Pepsi.
 Research and Development Scientists and Technicians: Work
on product innovation, developing new Pepsi flavors, and
improving existing formulations.
  Supply Chain and Operations Specialists: Oversee the
production, packaging, and distribution of Pepsi to ensure it
reaches consumers efficiently.
 Finance and Accounting Professionals: Manage Pepsi's budget,
track financial performance, and contribute to financial planning
for the brand.
 Human Resources Specialists: Recruit, train, and develop talent
to ensure Pepsi has a skilled workforce in place.

2.3. PepsiCo's Employee Initiatives

PepsiCo recognizes the importance of its workforce and invests in

various initiatives to attract, retain, and develop its employees. Here are
some potential areas of focus:
  Training and Development Programs: PepsiCo might offer
training programs to help employees develop their skills and
knowledge relevant to Pepsi's marketing, sales, or product
development processes.
 Diversity and Inclusion: PepsiCo might strive for a diverse
workforce and promote an inclusive work environment where
employees feel valued and respected regardless of background.
 Work-Life Balance: PepsiCo might offer programs or benefits
that help employees maintain a healthy balance between work and
personal life.

21 CHAPTER III: SELLING PROCESS

Prospecting Potential Customers for Pepsi

PepsiCo, through its Pepsi brand, has a well-established customer base.

However, there's always an opportunity to reach new consumers and
expand market share. Here are some methods PepsiCo can utilize for
prospecting potential Pepsi customers:

Understanding Target Audiences:

 Demographics: Pepsi traditionally targets a younger demographic

(teens and young adults) through its marketing efforts. However,
PepsiCo might also consider expanding its reach to:
o Families with children: Highlighting affordability and fun
aspects of Pepsi.
o Health-conscious consumers: Promoting sugar-free Pepsi
options and healthier flavor variations.
o Professionals: Positioning Pepsi as an afternoon pick-me-up
or a refreshing drink for social gatherings.
 Psychographics: Understanding consumer lifestyles and
preferences is key. Consider:
 o Active individuals: Targeting Pepsi as a rehydration drink
after exercise.
o Value-conscious consumers: Emphasize Pepsi's affordability
compared to other brands.
o Trendsetters: Partnering with influencers or creating limited-
edition flavors to appeal to this group.

Prospecting Techniques:

 Market Research: Conducting surveys and focus groups to

understand consumer preferences and identify potential new Pepsi
drinkers.
 Data Analytics: Analyzing existing customer data to identify
buying patterns and target similar demographics with marketing
efforts.
 Social Media Marketing: Engaging with potential customers on
social media platforms, using targeted advertising and influencer
marketing to promote Pepsi.
 Event Marketing: Sponsoring sporting events, music festivals, or
other events frequented by Pepsi's target audience to create brand
awareness and product sampling opportunities.
 Partnerships: Collaborating with restaurants, convenience stores,
and other retailers to offer promotions and increase Pepsi's
visibility at points of purchase.
 Digital Marketing: Utilizing targeted online advertising, search
engine optimization (SEO), and content marketing strategies to
reach potential customers searching for beverage options.

Additional Considerations:

 Local Market Insights: Adapting marketing strategies to consider

local preferences and cultural nuances in different regions.
 Sustainability Efforts: Highlighting PepsiCo's sustainability
initiatives, such as using recycled packaging, might appeal to
environmentally conscious consumers.
  Promotional Offers: Utilizing free samples, coupons, or loyalty
programs to incentivize new customers to try Pepsi.

2.Preparation

The exact preparation process for Pepsi is a trade secret, but here's a
general idea based on the ingredients and common beverage production
practices:

1. Water Treatment:

 Pepsi primarily uses filtered water as its base. This involves

purifying the water source to remove impurities, minerals, and any
unwanted elements that could affect taste or shelf life.

2. Syrup Preparation:

 A concentrated syrup containing flavorings, sweeteners, and other

ingredients is prepared according to Pepsi's proprietary recipe. This
syrup might include:
o High fructose corn syrup or sugar (depending on the Pepsi
variation)
o Caramel coloring for the distinctive color
o Natural and artificial flavors for the signature Pepsi taste
o Phosphoric acid for a slight tanginess
o Citric acid for additional tartness
o Caffeine for a stimulating effect (may be absent in decaf
versions)

3. Carbonation:

 The prepared syrup is then mixed with filtered water in large tanks
at a specific ratio.
  Carbon dioxide gas is then forced into the mixture under high
pressure. This creates the bubbles – a defining characteristic of
carbonated beverages like Pepsi.

4. Filling and Packaging:

 The carbonated Pepsi is then filtered again to remove any

impurities introduced during carbonation.
 The beverage is then filled into sanitized cans, bottles, or other
containers on a high-speed production line.
 The containers are sealed, labeled, and packaged for distribution.

5. Quality Control:

 Throughout the process, Pepsi undergoes rigorous quality control

checks to ensure consistent taste, safety standards, and adherence
to the recipe.

3. Approach

Pepsi's approach to success can be analyzed from various angles. Here's

a breakdown of some key elements:

1. Marketing and Branding:

 Targeting a Younger Demographic: Traditionally, Pepsi's
marketing focuses on a younger audience (teens and young adults)
through humor, music, and pop culture references in their
advertising campaigns.
 Building Brand Image: Pepsi strives to cultivate a youthful,
energetic, and fun brand image that resonates with their target
audience. This is evident in their slogans like "Live for Now" and
"That's What I Like."
 Social Media Engagement: Pepsi utilizes social media platforms
to connect with consumers, run targeted advertising, and partner
with influencers to expand their reach.
 Celebrity Endorsements: Pepsi has a history of collaborating
with celebrities and athletes popular with their target demographic
to promote the brand.

2. Product Innovation:
  New Flavor Introductions: Pepsi regularly introduces new
flavors and variations to cater to evolving consumer preferences.
This keeps the brand exciting and allows Pepsi to explore new
taste profiles.
 Sugar-Free Options: Recognizing the growing demand for
healthier alternatives, Pepsi offers sugar-free versions like Pepsi
Zero Sugar to cater to health-conscious consumers.
 Limited Edition Flavors: Pepsi occasionally launches limited-
edition flavors to create a sense of excitement and exclusivity,
attracting consumer interest.

3. Competitive Advantage:

 Affordability and Value: Pepsi positions itself as an affordable

and accessible beverage option compared to some competitors.
 Global Presence: Pepsi is distributed and marketed worldwide,
making it a recognizable brand across various regions.
  Distribution Network: PepsiCo leverages a vast distribution
network to ensure Pepsi reaches supermarkets, convenience stores,
restaurants, and vending machines, maximizing product
availability.

4. Adapting to Consumer Trends:

 Sustainability Efforts: PepsiCo is increasingly focused on

sustainability initiatives, which might influence Pepsi's packaging
materials and production methods in the future. This aligns with
growing consumer concern for environmental responsibility.
 Healthy Options: The introduction of sugar-free varieties
demonstrates Pepsi's adaptation to consumer preferences for
healthier beverage choices.

5. Responding to Competition:

 The "Cola Wars" with Coca-Cola is a prime example of Pepsi's

competitive spirit. Pepsi uses innovative marketing strategies and
product variations to differentiate itself and capture market share.

4. Presentation

PepsiCo: A Global Beverage and Food Giant

Slide 2

PepsiCo: A Legacy of Innovation

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 Founded in 1893 as Brad's Drink by Caleb Bradham

 Originally marketed as a "tonic" for digestion and headaches
  Renamed Pepsi-Cola in 1898
 Became a national brand in the early 1900s

Speaker Notes PepsiCo's roots go back to 1893 when Caleb Bradham, a

pharmacist from North Carolina, created "Brad's Drink." The drink was
initially marketed as a medicinal tonic but was later rebranded as Pepsi-
Cola in 1898. By the early 1900s, Pepsi-Cola had become a national
brand.

Slide 3

PepsiCo's Core Values

 Honesty, Fairness, and Integrity

 Diversity and Inclusion
 Environmental Sustainability
 Performance with Purpose

Slide 4

Pepsi: A Refreshing Choice

 The flagship beverage of PepsiCo

 Known for its refreshing taste and youthful image
 Offered in a variety of flavors and sugar-free options
 A global brand enjoyed by consumers worldwide

Slide 5
Pepsi's Marketing Approach

 Targets a younger demographic

 Utilizes humor, music, and pop culture references
 Strong presence on social media platforms
 Collaborates with celebrities and influencers

Slide 6

Pepsi's Commitment to Innovation

 Regularly introduces new flavors and variations

 Develops sugar-free options to meet consumer preferences
 Explores new taste profiles to keep the brand exciting

Speaker Notes Pepsi understands that consumers' preferences evolve, so

they are constantly innovating. They regularly introduce new flavors and
variations to keep the brand fresh and exciting. In addition, Pepsi has
developed sugar-free options to cater to health-conscious consumers.
These innovations allow Pepsi to stay relevant and meet the ever-
changing demands of the beverage market.
Slide 7

Pepsi: A Global Brand

5. Handling Objections to Pepsi

Here are some common objections people might have about Pepsi, along
with strategies to address them:

Objection: "Pepsi is too sugary."

 Response: You can acknowledge their concern and highlight

Pepsi's sugar-free options like Pepsi Zero Sugar or Diet Pepsi.
These offer the same refreshing taste without the sugar.

Objection: "There are healthier beverage choices."

 Response: Agree that healthy choices are important. You can

mention PepsiCo's commitment to offering a variety of beverages,
including options with reduced sugar or natural ingredients.

Objection: "I prefer the taste of Coca-Cola."

 Response: Acknowledge their preference and emphasize that taste

is subjective. Offer them a chance to try a Pepsi product alongside
their usual choice to see if they enjoy the Pepsi flavor.

Objection: "Pepsi isn't as environmentally friendly as other

brands."

 Response: Acknowledge their concern and explain PepsiCo's

sustainability efforts. Highlight any initiatives Pepsi has
undertaken to reduce its environmental impact, such as using
recycled packaging materials.

Objection: "Pepsi's marketing is annoying."

  Response: Thank them for their feedback and acknowledge that
marketing styles can vary in effectiveness. You can emphasize
Pepsi's focus on humor and entertainment in its marketing, aiming
to create positive associations with the brand.

 4.Closing for Impact:

 In conclusion, Pepsi has stood the test of time as a refreshing and

exciting beverage choice. Through consistent innovation, a
commitment to quality, and a youthful brand image, Pepsi has
secured its place as a global beverage leader. Whether you enjoy
the classic taste of Pepsi or explore their ever-expanding flavor
varieties, Pepsi offers a refreshing choice for any occasion. So next
time you're looking for a pick-me-up, remember to "Live for Now"
and choose Pepsi!

 Closing with a Call to Action:

 We hope this presentation has given you a deeper understanding of

Pepsi and its place within PepsiCo. Pepsi constantly innovates to
stay relevant and meet consumer preferences. For more
information on Pepsi's latest offerings and commitment to
sustainability, visit the PepsiCo website. And the next time you're
thirsty, why not try a Pepsi product and see if it refreshes your
day?

5. Follow-up of Pepsi

Here are some ways to follow up after your presentation on Pepsi:

1. Gauge Audience Interest:

  Q&A Session: If your presentation allowed for questions, use the
feedback you received to identify areas of particular interest or
common concerns. This can help you tailor future presentations or
follow-up materials.
 Polls or Surveys: Consider sending out a quick poll or survey to
gauge audience reception of your presentation and Pepsi in
general. This can provide valuable insights into brand perception
and areas for further exploration.

2. Provide Additional Information:

 Share Resources: Follow up with an email or social media post

thanking your audience and providing links to relevant resources.
This could include the PepsiCo website, social media channels, or
information on Pepsi's sustainability efforts.
 Case Studies or Success Stories: Share case studies or success
stories that showcase how Pepsi caters to specific consumer needs
or demographics. This can help solidify the value proposition of
Pepsi.

3. Stay Connected:

 Social Media Engagement: Encourage your audience to connect

with Pepsi on social media platforms. This allows for continued
brand interaction and exposure to new product launches or
marketing campaigns.
 Targeted Communication: If applicable, personalize your follow-
up communication based on the audience's interests or roles. This
could involve sending targeted emails or promotional offers.

4. Measure Results and Adapt:

 Track Website Traffic: If you mentioned the PepsiCo website in

your presentation, monitor any increase in website traffic after
your presentation. This can indicate audience interest in learning
more.
  Track Social Media Engagement: See if there's any increased
engagement with Pepsi's social media channels after your
presentation. This could indicate brand awareness and potential
customer interest.
 Refine Your Approach: Use the follow-up data and feedback to
refine your future presentations on Pepsi. Tailor your content to
address any recurring questions or areas of strong interest from
your audience.

Proposal: Expanding Pepsi's Market Share Through Strategic

Innovation

Introduction:

Pepsi, a flagship beverage under PepsiCo, faces a dynamic beverage

market with increasing competition and evolving consumer preferences.
This proposal outlines a strategic innovation plan to expand Pepsi's
market share and solidify its position as a leading global beverage brand.

Current Market Landscape:

 Heightened competition from established and emerging brands.

 Growing consumer demand for healthier and more sustainable
beverage options.
 Increasing focus on functional benefits beyond just refreshment.

Challenges:

 Maintaining brand relevance with a younger demographic.

 Balancing innovation with brand identity and consumer trust.
 Addressing concerns about sugar content and environmental
impact.

Proposed Strategies:

 Product Innovation:
 o Develop new Pepsi flavor profiles that cater to health-
conscious consumers, such as using natural sweeteners and
incorporating fruits or botanicals.
o Explore functional beverage options infused with vitamins,
electrolytes, or other beneficial ingredients.
o Introduce limited-edition flavors and seasonal variations to
maintain excitement and cater to evolving tastes.
 Sustainable Packaging:
o Implement recyclable or biodegradable packaging materials
for Pepsi products.
o Partner with recycling initiatives to promote responsible
waste management.
o Highlight PepsiCo's sustainability efforts in marketing
campaigns.
 Targeted Marketing:
o Leverage social media platforms for targeted advertising and
influencer marketing to reach younger demographics.
o Develop engaging content that resonates with Pepsi's target
audience and aligns with brand values.
o Partner with relevant events or activities that connect with
Pepsi's youthful and energetic brand image.

CHAPTER IV: SALE TARGET

 4.1 Pepsi customer segment
 Age: They focus on young people, typically between 15 and 45 years old. This
age group is less likely to be concerned about the health drawbacks of sugary
drinks and tends to have more disposable income.

 Lifestyle: Pepsi connects with people who live active and social lives. Their
marketing portrays their drinks as enhancing these experiences, making them a
refreshing pick-me-up for those on the go.

 Multi-segment approach: Importantly, Pepsi doesn't limit itself to one category.

They have a diverse product portfolio, including Diet Pepsi and Aquafina, which
allows them to cater to health-conscious consumers or those seeking water
alternatives.

4.2 Pepsi sales target

1. Revenue growth:

Pepsi always targets annual revenue growth. This level of growth

may vary depending on the year and region, but in general, Pepsi
always aims to increase market share and sales revenue.

For example: In 2023, PepsiCo targets global revenue growth of

6% to 8%.

2. Field expansion:

Pepsi is constantly expanding its market into new countries,

especially emerging markets with high growth potential.

For example, PepsiCo is pushing consulting into China and India,

the world's two largest consumer markets.

3. New product development:

 Pepsi continuously researches and develops new products to meet
the diverse needs of consumers.

For example, PepsiCo has launched many new products in recent

years, such as Pepsi Max, Pepsi Zero Sugar, and Mountain Dew
Baja Blast.

4. Strengthening section:

Pepsi always strives to increase its market share in the beverage

industry.

To achieve this goal, Pepsi has focused on effective marketing

strategies, new product development and distribution channel
expansion.

5. Improve profits:

Ultimately, Pepsi's sales goal is high profits for the company.

Pepsi achieves this goal through increased revenue, reduced

production costs and increased operational efficiency.

CHAPTER V: SALES BUDGET

5.1 Sales budget of pepsi

PepsiCo, Pepsi's parent company, spent about $4.7 billion on marketing

and sales activities in 2021.

This figure includes the sales budget for all of PepsiCo's brands,
including Pepsi, Lay's, Gatorade, and Quaker Oats.

Since Pepsi is one of PepsiCo's largest brands, it can be expected that

Pepsi's own sales budget accounts for a significant portion of the total
$4.7 billion.

2. Allocation:

Pepsi's sales budget is allocated to a variety of activities, including:

Advertising: Pepsi spends heavily on advertising on television, the

Internet, and other media.

Promotion: Pepsi regularly runs promotions to attract customers.

Direct Marketing: Pepsi uses email, social media marketing, and other
direct channels to reach customers.

Direct Sales: Pepsi has a direct sales teamMarket Research: Pepsi spends
on market research to better understand customer needs and preferences.

CHAPTER VI: SALES STAFF RECRUITMENT

6.1 Pepsi recruitment channels

Digital Frontiers:

PepsiCo Careers Website: This is their central hub for job postings. You
can explore opportunities by location, keyword, or desired function,
making it a convenient starting point. (https://www.pepsicojobs.com/)
Job Boards: Pepsi expands its reach through popular job boards like
Indeed, LinkedIn, and Glassdoor. These platforms allow them to target a
wider pool of qualified candidates actively searching for employment.

Social Media Power: Platforms like LinkedIn and Facebook are used
strategically. Pepsi showcases their company culture, promotes open
positions, and utilizes targeted advertising to reach demographics with
specific skill sets.

Cultivating Future Leaders:

University Recruitment: Pepsi actively participates in career fairs at

universities and colleges. This allows them to connect with recent
graduates and students nearing graduation, fostering a talent pipeline.

University Alliances: Strategic partnerships with universities can lead to

internship programs or targeted recruitment efforts for specific programs
that align with Pepsi's needs.

The Power of Recommendations:

Employee Referral Programs: Pepsi incentivizes their current employees

to refer qualified candidates from their network. Referrals can be a
valuable source of talent, as they often come pre-vetted and possess a
better understanding of the company culture.

Exploring Additional Avenues:

Professional Networking Events: Attending industry conferences or

networking events allows Pepsi to connect with potential candidates in a
more informal setting.
Recruitment Agencies: For specialized or hard-to-find roles, Pepsi might
utilize recruitment agencies with expertise in those specific areas.

6.2 Pepsi recruitment process

1. Application:

The starting point is usually the PepsiCo Careers website

(https://www.pepsicojobs.com/). Here, you can search for positions that
match your skills and interests.

You'll likely submit your resume and potentially a cover letter outlining
your qualifications and fit for the role.

2. Assessment:

If your application piques their interest, Pepsi might use various

assessment tools. This could involve:

Online assessments: These might gauge your aptitude, problem-solving

skills, or knowledge relevant to the position.

Video interviews: This allows them to assess your communication skills

and personality in a pre-recorded format.

3. Interviews:

Shortlisted candidates typically progress to interview stages. The format

and number of interviews can vary depending on the position and
seniority. Here's a possible structure:
Phone interview: This initial screening might involve a recruiter or
hiring manager discussing your background and the role in more detail.

In-person or virtual interview: This could involve a panel of

interviewers, allowing them to delve deeper into your experience, skills,
and fit with the PepsiCo culture.

4. Offer and Onboarding:

If you impress them throughout the process, you might receive a job
offer via the PepsiCo Careers portal. This will detail the compensation
package, benefits, and start date.

Once you accept the offer, the onboarding process begins. This typically
involves paperwork, training sessions, and introductions to your team
and the company culture.

Additional Points:

The PepsiCo website emphasizes their commitment to virtual

interviewing and onboarding, adapting to the evolving recruitment
landscape. (https://www.pepsicojobs.com/)

The specific timeline for the recruitment process can vary depending on
the role and department.

6.3 Sales staff (b2b)

Responsibilities:
Building Relationships: Pepsi B2B salespeople are key relationship
builders. They connect with potential clients like restaurant chains,
grocery stores, convenience stores, and distributors.

Understanding Customer Needs: They take the time to understand each

client's specific needs and preferences. This allows them to tailor
product recommendations and pricing strategies for maximum impact.

Product Knowledge: They possess a deep understanding of PepsiCo's

product portfolio, including Pepsi beverages, Gatorade drinks, and
Quaker Oats products. They can effectively communicate the benefits
and value proposition of each product to the B2B customer.

Negotiation Skills: Securing deals often involves negotiation. Pepsi B2B

salespeople are adept at negotiating contracts, pricing, and promotional
terms that are mutually beneficial for PepsiCo and the client.

Sales & Distribution Strategy: They develop and implement sales

strategies to achieve sales goals within their assigned territory. This
might involve collaborating with distributors to optimize delivery routes
and ensure product availability.

Market Analysis: Staying informed of market trends and competitor

activity is crucial. Pepsi B2B salespeople analyze market data and
competitor strategies to develop effective sales pitches and identify new
business opportunities.

Reporting and Data Analysis: They track sales performance, monitor

trends, and generate reports to measure their effectiveness and identify
areas for improvement.

6.4 Proposal

Current Situation:
Analyze PepsiCo's current B2B sales performance and identify areas
where additional sales staff are needed.

Consider upcoming product launches, market expansion plans, or

changes in distribution strategy that might require additional sales force.

Target Candidates:

Experience: Focus on candidates with proven B2B sales experience,

particularly within the food and beverage industry. They should have a
successful track record of achieving sales targets and building strong
client relationships.

Skills: Prioritize candidates with excellent communication,

interpersonal, and negotiation skills. They should be adept at data
analysis, market research, and utilizing CRM tools.

Qualities: Look for individuals who are self-motivated, results-oriented,

and possess a strong work ethic. They should have a collaborative spirit
and demonstrate a passion for the PepsiCo brand and its products.

CHAPTER VII SALES STAFF TRANING

7.2 Training sales team for Pepsi's strictness

8. Compliance and Regulations (0.5 days): This course should be the foundation,
ensuring a thorough understanding of all pertinent regulations and PepsiCo's
specific sales policies. It can cover areas like:

Legal requirements for sales practices in your region

Anti-trust and fair competition regulations

Pricing guidelines

Age verification (if applicable)

Data privacy policies

 9. Pepsi Product Knowledge (2 days): In-depth knowledge of PepsiCo's products
empowers the team to sell responsibly. This course can delve into:

Features and benefits of each product line

Target audiences for various products

Responsible advertising and marketing practices

10. Sales Techniques (3 days): Equip the team to close deals while adhering to
PepsiCo's standards. Focus on:

Effective communication skills that are honest and transparent

Ethical negotiation tactics

Presentation strategies that emphasize product value without misleading

claims

11. Customer Relationship Management (1.5 days): Building strong relationships

is key, but it should be done within the bounds of ethical conduct. This course
can cover:

Techniques for active listening and understanding customer needs

Exceeding expectations through excellent service while following company

guidelines

Building trust and rapport without offering improper incentives

CHAPTER VIII MOTIVATION

1. Maslow’s Hierarchy of Needs Theory

Lower-Level Needs:

Physiological Needs (Basic Survival): Pepsi wouldn't directly

address this level, but clean, refreshing beverages can be
 positioned as thirst quenchers and coolers, indirectly satisfying
this need.

Higher-Level Needs:

Safety Needs (Security & Stability): Pepsi can emphasize

product safety and hygiene in their messaging, appealing to
consumers' desire for quality and trust.

Social Needs (Belonging & Connection): Pepsi's marketing

often associates their products with fun, social gatherings, and
pop culture moments. This taps into the human desire for
connection and belonging.

Esteem Needs (Self-Confidence & Recognition): Pepsi can

sponsor sporting events or partner with celebrities to create a
sense of aspiration and coolness around their brand. This
connects with the desire for social recognition and self-esteem.

Self-Actualization Needs (Personal Growth): Pepsi could

highlight the "positive choice" aspects of their healthier options
or their commitment to sustainability initiatives. This caters to
the desire for personal growth and contribution to something
larger.

2. Goal-Setting Theory

Specific Goals:
 Clarity and Measurability: Pepsi should set clear, specific goals
that are quantifiable. Instead of "increase market share," a better
goal might be "achieve a 5% market share increase in the energy
drink category within the next year."

Challenge But Achievable: Goals should be challenging

enough to motivate the team but also achievable to prevent
discouragement. Pepsi can break down large goals into smaller,
more manageable milestones.

Commitment:

Public Commitment: Publicly announcing goals can increase

Pepsi's commitment and hold them accountable. This could be
done through press releases, employee announcements, or
industry conferences.

Participation: Involving employees in setting goals can increase

their buy-in and ownership. Pepsi can conduct workshops or
surveys to get employee input on goals and strategies.

3. Herzberg’s Two-Factor Theory

Herzberg's Two-Factor Theory can be a valuable tool for PepsiCo to understand and
improve employee motivation. Here's how it applies:

Hygiene Factors (Don't Cause Satisfaction, But Prevent Dissatisfaction):

These factors are essential to maintain a basic level of employee satisfaction and
prevent demotivation. They won't necessarily make employees love their jobs, but their
absence will cause frustration. Here's how Pepsi can address them:
  Salary and Benefits: Competitive compensation and benefits packages are
crucial to attract and retain talent.
 Job Security: Employees need to feel secure in their positions to focus on their
work.
 Working Conditions: PepsiCo should provide a safe, clean, and comfortable
work environment.
 Company Policies: Fair and transparent company policies are essential for
employee trust.
 Supervision: Effective supervision provides guidance, support, and resources
for employees.

4. Sales Volume and Profitability

Here's a breakdown of PepsiCo's recent sales volume and profitability:

Sales Volume:

 Annual Growth: PepsiCo achieved a 5.88% increase in annual sales volume

for 2023 compared to 2022. This translates to a total revenue of $91.47
billion [Macrotrends].
 Quarterly Performance: It's important to note there can be fluctuations
throughout the year. For the fourth quarter of 2023 (ending December 31st,
2023), PepsiCo experienced a slight decline of 0.52% in sales volume compared
to the same quarter in 2022

5. Employee Satisfaction
Positive Indicators:

 PepsiCo Happiness Score: Based on employee reviews on Comparably,

PepsiCo scores a "B" with 62% of employees reporting a positive work
environment [Comparably].
 Employee Engagement: PepsiCo reports a solid 79% score on their internal
Organizational Health Survey (OHS) for 2022, with 82% employee
engagement [PepsiCo].

Areas for Potential Improvement:

  Compensation Satisfaction: While 64% of employees feel they are paid fairly,
there might be pockets where compensation could be a focus for improvement
[Comparably].
 Work-Life Balance: While data isn't readily available, some employee reviews
might suggest work-life balance could be an area of concern for PepsiCo to
address.

6. Recommendation
Here are some recommendations for PepsiCo, drawing on the insights from the
previous discussions:

Product Development:

 Healthier Options: Consumers are increasingly seeking healthy alternatives.

PepsiCo can expand its portfolio of lower-sugar, lower-calorie beverages and
healthier snack options.
 Sustainability: Focus on sustainable packaging and responsible sourcing of
ingredients to resonate with environmentally conscious consumers.

Marketing and Sales:

 Personalization: Leverage data analytics to personalize marketing campaigns

and promotions for targeted demographics.
 Digital Focus: Increase presence in e-commerce platforms and explore social
media marketing strategies to reach younger generations.
 Experiential Marketing: Create engaging brand experiences that connect with
consumers on an emotional level.

Employee Engagement:

 Work-Life Balance: Implement initiatives and flexible work arrangements to

promote a healthy work-life balance for employees.
 Skill Development: Offer training and development programs to help employees
grow their skills and advance their careers.
 Employee Recognition: Publicly acknowledge and reward employee
achievements to boost morale and motivation.

CHAPTER IX: EVALUATION

9.1 An Overview of pepsi

PepsiCo: A Global Beverage and Food Leader
PepsiCo is a behemoth in the food and beverage industry, consistently ranking among
the world's largest companies. Here's a quick rundown:

History:

 Founded in 1893 as "Brad's Drink" by Caleb Bradham, a pharmacist in North

Carolina.
 Renamed Pepsi-Cola in 1898 for its dyspepsia-relieving (anti-indigestion)
properties and cola flavor.
 Merged with Frito-Lay in 1965, expanding beyond beverages into snacks.

Products:

 Beverages: Pepsi-Cola, Gatorade, Mountain Dew, Aquafina, Tropicana, Lipton

(iced tea)
 Foods: Frito-Lay chips, Quaker Oats, Lay's, Cheetos, Doritos

Global Reach:

 Operates in over 200 countries and territories.

 Products enjoyed by over a billion consumers daily.
 Employs hundreds of thousands of people worldwide.

Financial Performance:

 Strong financial performance with consistent revenue growth.

 Net revenue exceeding $91 billion in 2023.

Focus on Sustainability and Health:

 Increasing focus on sustainable practices and healthier product options.

Competitors:

 The Coca-Cola Company is PepsiCo's primary competitor in the beverage

market.
 Other competitors include companies like Mondelez International (snacks) and
J.M. Smucker Company (food).

9.2 SWOT analysis of pepsi

Strengths:

 Strong Brand Recognition: PepsiCo boasts a highly recognizable brand

portfolio, including Pepsi, Gatorade, and Frito-Lay, with significant brand loyalty.
 Global Presence: PepsiCo operates in over 200 countries, reaching a massive
consumer base.
 Diversified Product Portfolio: The company offers a wide range of beverages
and food products, catering to various consumer preferences.
 Strong Financial Performance: PepsiCo has a solid track record of financial
success, with consistent revenue growth.
 Marketing and Distribution Network: PepsiCo has a well-established
marketing and distribution network, ensuring product visibility and accessibility.

Weaknesses:

 Reliance on Unhealthy Products: A large portion of PepsiCo's product portfolio

consists of sugary drinks and salty snacks, which can be a weakness in a market
increasingly focused on health.
 Competition: The beverage and food industry is highly competitive, with
PepsiCo facing fierce competition from Coca-Cola and other major players.
 Product Dependence on Specific Categories: While diversified, PepsiCo still
relies heavily on the success of its core beverage and snack categories.
 Negative Perception of Health Image: Despite healthier options, PepsiCo still
battles a perception of being less health-conscious than some competitors.

Opportunities:

 Growth in Emerging Markets: Emerging markets present a significant

opportunity for PepsiCo to expand its reach and consumer base.
 Focus on Health and Wellness: The growing demand for healthier products
offers PepsiCo a chance to develop and promote healthier beverage and food
options.
 E-commerce and Online Sales: The rise of e-commerce provides PepsiCo with
new avenues to reach customers and expand its sales channels.
 Sustainability Initiatives: Consumers are increasingly environmentally
conscious. PepsiCo can leverage sustainable practices to enhance its brand
image.

Threats:

 Fluctuations in Commodity Prices: The cost of ingredients like sugar and

grains can fluctuate, impacting PepsiCo's profit margins.
 Changing Consumer Preferences: Consumer preferences can shift quickly.
PepsiCo needs to stay adaptable to changing tastes and health trends.
 Government Regulations: Governments may impose regulations on sugar
content, marketing to children, or environmental practices, posing challenges for
PepsiCo.
 Economic Downturns: Economic downturns can lead to reduced consumer
spending, impacting PepsiCo's sales.