International Selling and Negotiation: A Case Study of Dove Shampoo by Unilever

International selling and
negotiation

Contents
INTRODUCTION...........................................................................................................................1
MAIN BODY .................................................................................................................................1
CONCLUSION................................................................................................................................5
REFERENCES................................................................................................................................6

INTRODUCTION
The product chosen is Dove shampoo made by firm Unilever, a multinational consumer
goods which is founded in 1929 and deals in variety of products. Dove is a personal care brand
owned by Unilever. Its products are manufactured in several nations around the world. This
product is chosen for this report as it has high demand in UK and has enormous sales prospect.
Sale cycle is essentially termed as process which a firm utilises to acquire new customers. It
comprises of all activities related to end sale.
MAIN BODY
Monitoring of sales cycle facilitates businesses to improve their efficiencies of sales
operations. Shorter sales cycle allows companies to have great opportunities for to maximise
their sales (Boyer and Jap, 2022). For Dove shampoo, sales cycle can be of two types which is
business to business and business to customers both of which contains the following stages:
Prospecting and lead generation- The most significant step in every sales cycle is
organisation's ability to create advanced quality leads and potential. By utilising advance
technologies, it gets easy for firm to form an automated lead generation series. It also simplifies
the task of prospecting, as large number of potential buyers interact with companies online
through their websites or social media platform (Brown, 2018). This allows organisations to
explore questions like what are issues that their proposed product is aiming to solve or how is
their product different from same products available in market. For Dove shampoo, the sales
team have to come up with ideal customer profile who might need shampoo, it may be end
customers or retail business looking for diversifying their portfolio for shampoo. Sales team
should assess their location and problems which can be solved after purchasing of product. This
can also be done on basis of demographics or geographic of customers and by evaluating their
key motivators to buy their shampoo.
Initial contact- After prospecting, it is important for brands to build relationship with
their customers by through first contact. It allows firms with information of prospect's history,
business type, their major customers, top competitors, industry vision etc. Organisation provides
several platforms and ways to their customers to interact with brand which results in generating
more opportunities of increasing engagement (Cuevas, 2018). It allows firm to make a loyal and
authentic relationship with audience to understand their needs better. The time taken by this
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