Internal Selling of Lancome Skin Care Products

   

Added on  2020-04-29

12 Pages3133 Words64 Views
Running head: INTERNAL SELLINGInternal SellingName of the Student:Name of the University:Author’s Note:
Internal Selling of Lancome Skin Care Products_1
2INTERNAL SELLINGExecutive SummaryThis report deals with the internal selling in the context of Lancome. However, Lancome wantsto modify the quantity and the package size of LR2412 that is a skin care product of suchorganization. However, it has been received that this is a customer-centric organization andfocuses on the demand of the customers. SPIN selling technique will be helpful for theorganization to improve their internal selling techniques. However, proper communication withmanufacturing and finance departments is required to give shape the new selling idea. Use ofCohen and Bradford influence model is beneficial for this organization to carry out their internalselling process through observing the currencies within an organization.
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3INTERNAL SELLINGTable of ContentsIntroduction......................................................................................................................................4Background of the Company...........................................................................................................4Scenario of the skincare product LR 2412......................................................................................4Business orientation and the group of individuals to implement the new business idea.................5Theory into Practice.........................................................................................................................5Discussion of the SPIN selling technique........................................................................................6Discussion of the Cohen and Bradford Influence model.................................................................7Discussion of the specific conditions and the financial assessment................................................8Conclusion.......................................................................................................................................9References......................................................................................................................................10
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4INTERNAL SELLINGIntroductionInternal selling method refers to a process that includes a number of employees within ateam and they sell the products exclusively. The internal sell is not completed till the salesperson gets assurance about the fulfillment of the customer commitment (Kim et al. 2016).However, a company gets control over the sales process, customer service, and the pricing.Establishment of the good customer relationship is a crucial element of internal selling. Directsales force involves the internal selling process. This study deals with the internal selling processin the context of Lancome, which is a well-known cosmetic company of France. The employeesget straight salary as well as incentives in this internal selling process. Background of the CompanyLancome is a popular luxury cosmetic brand of France, which distributes their productsin the international market. This brand is a part of L'Oreal Company and offers makeup kits,fragrance, and various skin care products. This company established in 1935 and the brand nameLancome is derived from the word Lancosme. Hyponose is one of their famous products, whichis a mascara. On the vital skin care product is LR 2412, which improves the quality of skintexture and reduces the pores. This product has a great demand in the domestic and internationalcosmetic market. In the recent years, this organization has approx 14,000 employees, those areinvolved in the global operation in various countries. In the year of 2016 Lancome has increasedits growth by 4% in the global cosmetic industry. The sales revenue was 25.84 in context ofLancome in the year 2016 (Lancome.fr 2017). Operating profit was 4.54 billion and the sale was17.6%. There is a large financial group in this company, which involves in operating the internalselling. Scenario of the skincare product LR 2412LR2412 is a popular product of Lancome as it is a good skin care product, whichmaximizes the quality of the skin. This is an advanced skin corrector introduced by thisorganization and popular in the cosmetic market. Hence, Lancome wants to introduce this newproduct in the global market by changing its packaging, size, and price. They want to make its
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