Increasing Sales and Revenue through Social Media

The provided research report focuses on the importance of social media marketing in increasing sales and revenue for companies. The report analyzes data from various studies and sources, highlighting the benefits of social media marketing in achieving customer satisfaction, loyalty, and engagement. It also emphasizes the need for management to make corrective decisions and suitable plans to leverage social media effectively. Recommendations include providing training programs for employees, recruiting skilled candidates who know how to work with social media platforms, and using social media applications to support new product development processes.

Research Proposal

Table of Contents
INTRODUCTION...........................................................................................................................1
TASK 1............................................................................................................................................1
1.1: Formulate and record possible research project outline specification.................................1
1.2: Factors that contribute to process of research project selection...........................................2
1.3: Critical review of Key references........................................................................................3
1.4: Research project specification.............................................................................................4
1.5: Plan and procedures for the agreed research specification..................................................4
TASK 2............................................................................................................................................5
2.1: Resources efficiently to the research question or hypothesis..............................................5
2.2: Proposed research investigation...........................................................................................5
2.3: Record and collate relevant data where appropriate............................................................5
TASK 3............................................................................................................................................7
3.1: Appropriate research evaluation techniques........................................................................7
3.2: Interpret and analyse results.................................................................................................7
3.3: Recommendations and justify areas...................................................................................16
TASK 4..........................................................................................................................................17
4.1: Format and appropriate media to present outcomes..........................................................17
REFERENCES..............................................................................................................................18

INTRODUCTION
Research is an essential need of an organisation which assist in gathering relevant and
accurate information about the market needs due to which the management are able to make an
effective decisions and plans in order to achieve its desired goals and objectives. To conduct an
effective research, a researcher has been appointed who brings useful information to company
about the market. Research Project are prepared to develop knowledge about particular topic
which can be used to other people as well at their own benefits. The main motive of preparing
this research report is to provide documentation, interpretation, discovery for enhancing human
knowledge. The present assignment based on Unilever, a consumer goods company owns more
than 400 brands with a turnover of more than 20 billion euros in the year 2017. The present study
is based on determining the impact of social media marketing for organisation sales. For this,
research objectives and relevant questions are made to useful outcomes (Global revenue of the
Unilever Group, 2017).
TASK 1
1.1: Formulate and record possible research project outline specification
Research project is done with the purpose of determining the effectiveness and
possibilities of getting outcomes from the decision taken by the management to achieve desired
goals and objectives of an organisation. In the present study, specifications have been made in
order to provide better solution to all research questions and make decisions accordingly.
Each research project has attained some crucial aspects which guides researcher to make
research and bring useful information so that the management are able to decide whether to
follow pre-decided decision or not. Under the below, specific aims, objectives and questions
related with content of research are mentioned:
TITLE:
“To determine the Impact of social media marketing on organisation
Sales”. -A case study on Unilever Plc.
AIM:
Aim of the research study is “To determine the Impact of social
media marketing on organisation sales and success of company”. -A
case study on Unilever Plc.
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Research Objectives:
 To determine the effect of social media marketing on organisation sales of Unilever Plc.
 To evaluate the advantages which may collected by organisation after adoption of Social
media marketing. To analysis the significance of social media marketing in development and growth of
Unilever Plc at large scale.
Research questions
 What are the effect of social media marketing on organisation sales of
Unilever Plc?
 What are the advantages which may collected by organisation after
adoption of Social media marketing?
 What are the significance of social media marketing in development
and growth of Unilever Plc at large scale?
1.2: Factors that contribute to process of research project selection
Research is systematic process of locating better possible outcomes that can support an
organisation in achieving growth and success in competitive market. To make useful and an
appropriate research, there are many steps which need to be taken by researcher to collect
accurate and relevant information about the market. These steps are as given as below:
Introduction: This is the first step which includes the selection of title of research
according to the needs and requirements of an organisation related with enhancing sales. On the
basis of which questions and other aspects are determined (Agnihotri and et. al., 2016).
Literature review: In this step, researcher has gathering perception and feedbacks of
people in order to identify the effectiveness of decision taken by management for the purpose of
enhancing ales and growth of an organisation.
Research methodology: This method includes adoption of data collection methods which
are qualitative and quantitative.
Data analysis: This step includes analysis of gathered data and interpret them to
understand the actual perception and thoughts of people about the content of research.
Recommendation and conclusion: In the last step, the researcher has make final decision
on the basis of interpreted gathered data and makes changes as well in pre-determined decision if
required.
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1.3: Critical review of Key references
There are various authors having proper knowledge about particular field supporting
researcher to make research more successful. Under the below, their opinions and suggestions
are determined:
(a) Effect of social media marketing on organisation sales of Unilever
Plc
Unilever is a British based consumer company it produce food and beverages
product ,cleaning agents and personal body care products too. One of the oldest multinational
company bits product are available in around 190 countries so it is the world largest consumer
goods company. Positive mention in Social media help tom drive sales for Unilever brands and
help to engage with consumer and create more effective marketing,which will be key to
delivering their product and double the size of business.
Social media marketing provided a path to Unilever to introduce
innovative marketing tactics in market. It assisted the marketing operations
in the direction of building the and promoting the products. By overcoming
the needs and requirement organisation be able to attain the core
competence and competitive advantage. It is observed that organisation be
able to determine the marketing strategies and plans after implementing
the social tools of marketing and adventurism. There is a particular code of
policies and procedure prepared by organisation to assist the organisational
structure. It contributed valuable aspect in terms of building effective base
of marketing (Tuten and Solomon, 2017).
(b) Benefits that can be received by Unilever after adoption of Social
media marketing
Unilever is one of the largest supermarket chain in terms of managing
and operating the business operations through social media and digital
marketing. There are biggest advertisers are indicated subject to
determining the the consequential digital media outlets. Product market
and customer group has been increased through social marketing and it is
analysed that combination of multiple tools were adopted by Unilever plc.
Through social media marketing the transparency of goods and services
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also emerged and become more popular among customers. Unilever
plc be able to get proper response and feedbacks through social media path
and become more vibrant subject to develop the existing business structure.
Complaints and issues started solved automatically after using the social
media marketing in Unilever. Organisation is concern with its integrity,
responsibility and the transparent procedure of marketing and selling. The
main objective of using social media marketing is to create new customer
group and build-up new market chain. Approachability of Unilever
enhanced after implementing the social media marketing with in
organisation. Moreover, it is observed that organisation be able to supply its
goods and services in rural areas through online marketing and distribution
channels (Schivinski and Dabrowski, 2016).
(c) Significance of social media marketing in development and
growth of Unilever Plc at large scale
Social media marketing is one of the best part of digitalisation. It is used by the each and
every organisation to introduce their products and services at marketplace. This technique apply
by the Unilever Plc with aim to maximise their sales within predetermined period of time
(Agnihotri and et. al., 2016). Social media marketing has some significance in development and
growth of organisation determined as under:
Better customer services: Social media marketing allows companies to answer to
customer questions, concerns and grievances almost instantly. Thus it will benefited to the
Unilever Plc to maximise their sales by fulfilling basis needs and wants of them.
Sales: Social media marketing also has impact on the business sales. With the help of
this tool, company easily invite large number customers. They are interested towards business
products and services and purchase this in bulk.
1.4: Research project specification
It covers the target and the main objective of study in order to identify
the impact of pre-determined decision made by the managers of Unilever
Plc to achieve benefits to an organisation. Here under the present research,
the main aim of investigator is to determine the impact of social media
marketing in sales growth of an organisation. For this purpose, the
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management of Unilever Plc is to recruit experiences candidates and
conduct training & learning programs for their existing employees so that
their human resource are more cable to market products and services on
social media in order to enhance sales and revenue of company. Due to this
the investigator has gathered sufficient data from employees and targeted
people related with their decision. Apart from this, relevant questions are
prepared by research related with the content of research (Ansah and Poku,
2013).
1.5: Plan and procedures for the agreed research specification
Gantt chart refers to graphical representation which indicates the
activities performed against the time period allotted for completion. It is
also known as visual representation of a project on which task has been
divided and displayed on a chart which help investigator to understand the
data and interpret them in appropriate manner. Due to this, it is more
preferable method that may used by Unilever Plc so as to clearly
understand the behaviour and views of employees and targeted people
related to the decision of using social media as marketing tool. Under this,
the researcher has set time on the basis of activities performed. Therefore,
it is mandatory to identify the effectiveness of using such tool in research so
as to make an effective decision for the growth and success of an
organisation.
TASK 2
2.1: Resources efficiently to the research question or hypothesis
There are several types of social media platform which may focused
by Unilever Plc to adopt in order to market their products and services. As
there are large number of people which are active on internet therefore
using social media platform increasing awareness about the products and
services offered by an organisation in market (Bashir, Papamichail and Malik,
2017). There are different types of methods of collecting data such as
primary and secondary among which research has opted primary method in
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order to collect accurate and reliable data. Secondary method are also
useful to adopt if the research have lack of time and funds due to collecting
data through books, journals, articles etc.
2.2 proposed research study
It is the part of research methodologies which includes different aspects are determined
as under:
Research design: There are mainly two kind of research design such as analytical and
descriptive. Both are useful but in current research, investigator use only descriptive design.
Data Sampling: In order to gather information about the specific research topic,
investigator choose sample size of 50 people.
Types of investigation: It is divided into two parts such as qualitative and quantitative.
Under qualitative research, accurate and reliable information are gather via organising survey,
interviews, questionnaire etc. In case of quantitative method, data has been gathered in
numerical, statistical or facts (Ansah and Poku, 2013 ). Both methods are useful but in the
current investigation, researcher follow qualitative approach.
Data analysis: In this, collected information has been understood in a better way so as to
create a valid conclusion.
2.3: Record and collate relevant data where appropriate
Questionnaire
Name:
Age:
Occupation:
Gender:
Q1) Does the social media marketing is reliable method to adopt for sales growth of
Unilever Plc?
 Yes
 No
Q2) What are the main benefits that can be achieved by Unilever Plc through adoption of
social media marketing?
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 Increase sales
 Create better relation with targeted customers
 Increment in customer base
Q3) Does the employees of Unilever Plc requires training and learning programs to work
on social media platform?
 Yes
 No
Q4) What are the main types of social media platform that positively effects on business
sales and growth?
 Facebook
 Instagram
 Twitter
 Others
Q5) What are the challenges faced by Unilever Plc in the adoption of social media
marketing ?
 Training needs
 Increased demand on staff or volunteer hours
 Supplying content and guidance to local branches
Q6) What are the main advantages of using social media marketing?
 Minimum time to reach targeted customers
 Minimum investment required
 Easy to operate
Q7) Can Social media marketing helps in enhancing sales and revenue of Unilever Plc?
 Completely agree
 Partially agree
 Disagree
 Unsure
Q8) Is there any need of recruitment and selection of candidates to effectively utilise social
media platform for the purpose of marketing?
 Yes
 No
7

Q9) Does social media marketing assist Unilever Plc in maintaining good relation with
targeted customers?
 Yes
 No
Q10) Any recommendation about the social media marketing regarding maximising the
sales and growth of Unilever Plc.
TASK 3
3.1: Appropriate research evaluation techniques
Research is required is every organisation in order to identify market needs and
perception of people related with strategies implemented by company. For this, there are several
techniques which may adopted by investigator such are given as below:
Formative assessment: Using such method, the researcher have option to make any
modifications in the process of conducting research so as to gain more earnings. Thus, it
minimises the chances of errors and mistakes.
Summative assessment: With the help of such tool, the researcher mainly focuses on
receiving final outcomes of a research program. Due to this, any mistakes are rectified only after
completing all research activities.
Among such two methods, an researcher may adopt any method on the basis of their
skills and experience. In the present research, the investigator has selected formative assessment
in order to eliminate chances of errors or mistakes (Jones and et. al., 2013).
3.2: Interpret and analyse results
THEME 1: Reliability of social media marketing on increasing sales of company
Q1) Does the social media marketing is
reliable method to adopt for sales growth of
Unilever Plc?
Frequency
 Yes 36
 No 14
8

Yes No
0
5
10
15
20
25
30
35
40 36
14 Frequency
Interpretation- It is clearly seen from the above graph that social media marketing is
most reliable method to enhance growth of sales of Unilever Plc. Among 50 respondents, there
are 36 respondents who considered such method more reliable whereas remaining 14
respondents thinks different.
THEME 2: Benefits received by company during adoption of social media marketing
Q2) What are the main benefits that can be
achieved by Unilever Plc through adoption
of social media marketing?
Frequency
 Increase sales 20
 Create better relation with targeted
customers
15
 Increment in customer base 15
9

Increase sales
Create better relation with targeted customers
Increment in customer base
0
2
4
6
8
10
12
14
16
18
20
20
15 15
Frequency
Interpretation- It is clearly observed from the above graph that Social media marketing
brings overall profitable impact on the performance of Unilever Plc. Out of 50 respondents,
there are 20 respondents who thinks it helps in increases sales figure of Unilever Plc whereas
remaining 30 respondents thinks that it assist company in maintaining better relations and
achieve huge customer strength in future.
THEME 3: Requirement of training and learning programs for employees
Q3) Does the employees of Unilever Plc
requires training and learning programs to
work on social media platform?
Frequency
 Yes 35
 No 15
10

Yes No
0
5
10
15
20
25
30
35
35
15 Frequency
Interpretation- It is clearly identified from the above data that adoption of social media
marketing requires training for employees to operate and perform well. Among 50 respondents,
there are 35 respondents who thinks the same whereas remaining 15 respondent don't think about
conducting training at workplace.
THEME 4: Types of social media platform
Q4) What are the main types of social media
platform that positively effects on business
sales and growth?
Frequency
 Facebook 25
 Instagram 10
 Twitter 10
 Others 5
11

Facebook Instagram Twitter Others
0
5
10
15
20
25
25
10 10
5
Frequency
Interpretation- It is clearly seen from the above graph that Facebook is more effectual
platform for Unilever Plc to market their products and services. Among 50 respondents, there are
25 respondents who are in favour of such option whereas 20 respondents thinks that Instagram
and Twitter are more profitable one. The remaining 5 respondents prefer to other options.
THEME 5: Challenges faced by Unilever Plc during marketing on social media platform
Q5) What are the challenges faced by
Unilever Plc in the adoption of social media
marketing ?
Frequency
 Training needs 28
 Increased demand on staff or volunteer
hours
12
 Supplying content and guidance to
local branches
10
12

Training needs
Supplying content and guidance to local branches
0
5
10
15
20
25
30 28
12
10 Frequency
Interpretation- From the above graph, it has been seen clearly that there are some
challenges that can faced by Unilever Plc during adoption of social media marketing. Among 50
respondents, there are 28 respondents who thinks training needs has become more challenging
for Unilever Plc whereas remaining 12 and 10 respondents who thinks that Increased demand on
staff or volunteer hours and Supplying content and guidance to local branches respectively are
more challenging.
THEME 6: Advantages of social media marketing
Q6) What are the main advantages of using
social media marketing?
Frequency
 Minimum time to reach targeted
customers
20
 Minimum investment required 15
 Easy to operate 15
13

Minimum time to reach targeted customers
Minimum investment required
Easy to operate
0
2
4
6
8
10
12
14
16
18
20
20
15 15
Frequency
Interpretation- It is clearly seen from the above graph that out of 50 respondents, 20
respondents thinks that the main advantage of using social medial platform is due to less time
required. Whereas other 30 respondents considered minimum funds and easy to operate.
THEME 7: Impact of Social medial marketing on sales and revenue
Q7) Can Social media marketing helps in
enhancing sales and revenue of Unilever
Plc?
Frequency
 Completely agree 25
 Partially agree 12
 Disagree 8
 Unsure 5
14

Completely agree
Partially agree
Disagree
Unsure
0
5
10
15
20
25
25
12
8
5
Frequency
Interpretation- It is clearly observed from the above graph that most of the respondents
are in favour of using social media to enhance sales and growth of Unilever Plc.
THEME 8: Need of recruitment and selection of candidates
Q8) Is there any need of recruitment and
selection of candidates to effectively utilise
social media platform for the purpose of
marketing?
Frequency
 Yes 30
 No 20
15

Yes No
0
5
10
15
20
25
30
30
20
Frequency
Interpretation- It is clearly identified from the above graph that there are is requirement
of recruiting experiences candidates who are more capable in working on social media for the
purpose of marketing.
THEME 9: Social media marketing help in establishing good customer relationship
Q9) Does social media marketing assist
Unilever Plc in maintaining good relation
with targeted customers?
Frequency
 Yes 38
 No 12
16

Yes No
0
5
10
15
20
25
30
35
40
38
12
Frequency
Interpretation: It is clearly seen from the above graph that social media marketing plays
a major role in maintaining good relation with targeted customers. Among 50 respondents, 38
respondents who thinks the same whereas remaining 12 thinks different.
3.3: Recommendations and justify areas
Conclusion:
It has been summarised from the above project report that an organisation can sustain in
competitive market through adopting various promotional tools. Out of which social media
platform is considered as an effective marketing tool among all due to availability of maximum
number of customers. It directly makes positive impact on the sales and revenue of company due
to which it strong financial position of company in market. Social media marketing also assit
company in achieving huge customer strength and maintain better relation with them through
communicating with them and resolving their queries more quickly.
Recommendation:
It has been recommended after analysing above research report that management need to
play an important role in increasing sales and revenue of company through making corrective
decisions and suitable plans. For this, the management are required to read the outcome properly
achieved from report and on the basis of which they need to decide whether to go for social
media for the purpose of advertising or not. As from the above interpreted data, the management
17

are required to follow their pre-determined decision regarding social media marketing. For this,
they are required to provide training and learning programs for their existing employees. In
addition with this, recruitment of skilled and experienced candidate who knows how to work and
promote goods and services through social media platform. It brings overall profitable outcomes
to company in terms of increasing sales and revenue.
TASK 4
4.1: Format and appropriate media to present outcomes
Covered in PPT
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REFERENCES
Books and Journals
Agnihotri, R., and et. al., 2016. Social media: Influencing customer satisfaction in B2B sales.
Industrial Marketing Management. 53. pp.172-180.
Ansah, M. O. and Poku, K., 2013. Investigation into consumer response to sales promotional
activities: The case of Unilever Ghana Limited. International Review of Management
and Marketing. 3(4). pp.134-145.
Bashir, N., Papamichail, K. N. and Malik, K., 2017. Use of Social Media Applications for
Supporting New Product Development Processes in Multinational Corporations.
Technological Forecasting and Social Change. 120. pp.176-183.
Bhanot, S., 2012. Use of social media by companies to reach their customers. SIES Journal of
Management. 8(1).
Gachugi, H. W., 2017. Impact of Organizational Effectiveness Variables on Digital Media
Integration in New Product Dispatches Ventures: A Case of Unilever, Kenya (Doctoral
dissertation, United States International University-Africa).
Jones, P., and et. al., 2013. Sustainability: UK retailers and social media. World Review of
Entrepreneurship, Management and Sustainable Development. 9(4). pp.460-474.
Julian, L., 2012. Using Social Media to Increase Consumer Loyalty to a Brand.
Kostamo, U., 2013. The new era of corporate marketing: Building and managing corporate
identity in social media.
Mishra, S., 2011. Consumers' response towards marketing through social networking sites in
India. International Journal of Indian Culture and Business Management. 4(4). pp.436-
452.
Schivinski, B. and Dabrowski, D., 2016. The effect of social media communication on consumer
perceptions of brands. Journal of Marketing Communications. 22(2). pp.189-214.
Tuten, T. L. and Solomon, M. R., 2017. Social media marketing. Sage.
Online
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Global revenue of the Unilever Group. 2017 [Online]. Available through:
<https://www.statista.com/statistics/269200/revenue-of-the-unilever-group-worldwide-
by-product-segment/>./
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