Chapter 1

PROBLEM AND ITS BACKGROUND

Introduction:

One of the very significant factors for effective sales performance is the

marketing strategy. Marketing is a social and managerial process by which individual

obtains what they need and want by creating, exchanging and offering product and

services with value to others. This study is all about the strategy that a company, like

Avon, will need in order to have an effective sales performance. In this, study, you will

notice that focusing on customer is one of the effective strategies that Avon Company

implies, since they believe that the customer is the reason of their existence.

Advertising and promotion is one of the tools that Avon Company is using such

as discounts, giving free products and other promo. Their advertisement shows that they

offer not only high quality product but also opportunity for every woman in the country;

this kind of advertisement will surely catch the attention of the customer and will lead

them to be a part of Avon Company. But of course, marketing strategy is effective not

only on gaining customer but also on motivating the employee to work harder and to give

their best in the field of business, that is why it is needed to determine and to identify a

motivational strategy that will surely encourage the employee to work.

Considering also the product of the business is important in identifying a strategy

that will fit on your business. The place of your business also affects the sales of your

company; you need to make sure that the company is located in a place wherein it will

not be hard for the consumer to find. Also, identifying the price is necessary; you need to

make sure that right price will fit on the quality of the product. As we all know, people

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would love to invest their money if the quality of the product will exceed their

expectation.

These things are just the factor that you need to identify in order to make sure that

the marketing strategy is effective. Using this data, you can have an idea whether your

company is growing or not.

Theoretical framework:

The present study is anchored on the Principle of Marketing. 8th edition by Philip

Kotler and Gary Armstrong.

1. Marketing mix is the set of controllable, tactical marketing tools that the firm

blends to produce the response it wants in the target market.

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Products are goods and services combination the company offers to the target

market.

Price is the amount of money customers have to pay to obtain the product

Place includes company activities that make the product available to target

consumer

Promotion is the activities that communicate the merits of the product and

persuade target consumers to buy it.

The marketing mix is related to the study because it discusses the marketing

strategy to be done in order for a company to be successful and attain their goal. This

marketing strategy is reflected on the performance of the sales leader of the company.

Conceptual framework

Figure 1

In order to have a successful company, planning good strategies is needed. As a

marketing manager, they must think what marketing strategies are needed to

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Input

Demographic profile-age-gender-civil status

Marketing strategy-promotion & advertising-services-location-modern technology

Process

Conducting surveys, interviews, and questionnaire

Output

Effective sales performance

implement in order to gain more profit and to satisfy the customer. These marketing

strategies are conducted through promotion and advertising, services and location or

the environment of the company and modern technology. The researchers also need to

focus on the demographic profile of the employees and customer.

The process that the researchers will use should depend on the marketing

strategy which ids the implementing of marketing mix such as the product, place,

promotion and price that should be considered as factors of consumer satisfaction. For

gathering the demographic profile as the respondents, we will use the process of

surveys, interviews, and questionnaire.

Considering these marketing strategies and process will lead the company to an

effective sales performance.

Statement of the Problem

This study primarily aims to determine the effects of marketing strategies for

Avon achieving effective sales performance at Avon Bayanan especially, the

researcher sought to answer the following question:

1. What is demographic profile of the respondents?

1.1 Age

1.2 Promotion

1.3 Civil Status

1.4 Educational Attainment

2. What marketing strategies are implemented to achieve effective sales

performance?

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2.1 Pricing

2.2 Location

2.3 Promotion

2.4 Modern Technology

3. To what extent does these strategies affects the sales performance?

4. Is there a significant relationship between the marketing strategy of Avon Bayanan

and sales performance of the sales leader of Avon?

Hypothesis

Below are the hypothesis draw by the researcher to determine the significant

relationship between the marketing strategy and sales performance of Avon

Bayanan.

Ho- there is no significance relationship between the marketing strategy and sales

performance of Avon Bayanan

H1- there is a significance relationship between the marketing strategy and sales

performance of Avon Bayanan

Significance of the Study

Company- this will give them an idea on how effective their strategy is. And this will

serve as a reference for the improvement of the company strategy, through this

study; the company will be able to determine the factors that may affect their sales.

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Avon Dealer- this will give them opportunity to earn more profit. They are involved

in a well known and well established company; more customers will buy their

product.

Customers- since the researcher will be conducting a survey regarding the product of

Avon, by the use of marketing strategy; the customer will be satisfied to the product.

Since the price is good with regards to the quality of the product.

Future Researcher- serves as a baseline data for future research in related topic.

Scope and Limitations

The research includes only the relevant information explaining some

reasons behind the study of marketing strategy. Specifically, it will answer the

following question like the demographic profile which only includes their age,

gender, and civil status and educational attainment of the 20 respondents. It does not

include the personal and private life of the respondents only the information that is

needed in connection to the study. The researchers choose the 20 top sellers of Avon

as the respondents in this research. Whatever the result that will come up, the

company will not abuse the result of the survey but rather improve the strategy to

satisfy the result of the customer. The researchers chose Bayanan because it is the

main branch in the vicinity of Muntinlupa.

Definitions of Terms

To give a clearer understanding of the words used in this study, the term

used is operationally and theoretically defined.

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Location- refers to the environment or the condition of a certain companies

Marketing- a social and managerial process by which individual obtains what they

need and want by creating, exchanging and offering product and services with value

to others.

Marketing mix- set of controllable, tactical marketing tools that the firm blends to

produce the response it wants in the target market.

Marketing strategy- refers to marketing logic by which the business units hope to

achieve marketing objectives.

Place- includes company activities that make the product available to target

consumer

Price- the amount of money customers have to pay to obtain the product

Products- goods and services combination the company offers to the target consumer

Promotion- the activities that communicate the merits of the product and persuade

target consumers to buy it

Service- is the act of labors that would give benefit to the customer

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Chapter 2

REVIEW OF RELATED LITERATURE AND STUDIES

This chapter presents the related literature and related studies used by the

researcher to be added in the information needed in this study.

Foreign Literature

According to Raji, professional marketers’ uses an understanding of consumer

behavior to anticipate future behavior based on the implementation of specific

marketing strategies. Knowledge of consumer behavior serves as a strong basis for

the development of effective and efficient marketing strategy.

Another literature explained by Maier that human behavior is very complex

and shouldn’t expect that the researcher will be able to accurately predict how people

will. The first step is to talk to your customer and find out what they would change

about your strategy if they could.

It was pointed by Sommer that we should stop all marketing that is not

delivering a positive return on investment. And evaluate your sales team and

eliminate under performers. This is a perfect time to build a strong team of top

performers.

Similar study given by Clark is that you must strengthen your existing customer

relationships to enhance purchase loyalty, foster strong relationships and encourage

word-of-mouth referrals.

Smith stated that successful sales management can happen provided there is

support, alignment and documentation through effective self leadership skills, sales

managers can increase sales, reduce staff turnover and truly enjoy their roles.

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Stephen mentioned in his study that selling more to your customers is another

way of saying “increase the frequency you do business with your customers.” And

meeting your customers’ need is a place to start.

Foreign Studies

Marketing basics according to Cohn (2008), stated that there are three

strategies to grow a business, and these are: increase the number of customer,

increase the average transaction amount and increase the frequency of repurchase

and that every marketing strategy should be measured by its ability to directly impact

and improve upon each of three factors.

Garin (2005) mentioned in his study that there are two recommendations for

promoting direct-sales through consumer and the business it is to offer incentives to

the customer and to motivate the business in promoting its products by

advertisement.

In the study of Carbone (2003) particular attention should be paid to the

evolution of the consumer the increase in competitive pressures.

Same study by Manda (2010) mentioned that the word-of-mouth marketing

has been existence for a very long time. But the important aspect of it was people

speaking favorably about the product, to the right people, at the right time and very

often.

Local Literature

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In the fourth element of marketing by Ruby F. Aliminar –Mutya (2000) states

that it was a satisfaction of existing human needs and wants. It said, based on

economic principle,that human need and wants were insatiable within itscontext, it

can be seen that buyers continuously demand for new or developed goods for their

satisfaction. It was out of these needs that new products should be planned and

developed. Moreover, out of these needs satisfaction, we can be assured as sales, as

human requirement were fulfilled.

Local Study

Another study was conducted in relation to marketing strategy, done by

Esguere-Bantay entitled, “The Eden Corporation and its Marketing Processes A

study. She derived in a solution that exclusive distribution enables Eden Corporation

to have more aggressive and knowledgeable selling and more control on the dealer.

The dealers were able to establish this distribution with the producer primarily

because of inventory. The dealer’s major problems were those related to sources of

supply, internal operations and customers.

This research enumerates marketing processes and in connection with the present

study, the authors both do the same. It also emphasizes the importance of knowledge

in distribution and that one should consider dealers as well as consumers.

Synthesis

Satisfaction of the customer is one of the important things that a company

needs to determine. Improving the product and the services being offered is essential

in order to meet or exceed the expectation of the customer. Just like Garin said,

offering incentives to the customer will surely give them motivation to continue on

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purchasing products to the company. There are lots of strategies that are effective in

motivating not only the customer to buy but also the employees to work harder.

Establishing sales competition to the dealers will encourage them to sell more

products and to look for more customers. Also focusing on the behavior to anticipate

future behavior based on the implementation of specific marketing strategies.

There are lots of strategies that a company can use in order to have an

effective sales performance. Giving enough time on your product to have high

quality will help in making your customer continue on buying our product. High

quality products encourage the customer to invest and spend their money.

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Chapter 3

METHODOLOGY

This section describes the research design, population and sample frame, research

instrument, data gathering procedure, and statistical treatment which will be use to

analyze the data.

Research Design

The researchers will be using the descriptive method in determining the marketing

strategy of Avon Bayanan in relation to sales performance

Descriptive method of research is an essential fact-finding tool which will give

the researchers adequate and accurate interpretation about such data. It describes the

current condition, practices, situation, or phenomena through normative standards from

which it determines and reports the way things are or what actually exists.

Descriptive research is used to obtain information concerning the current status of

the phenomena to describe "what exists" with respect to variables or conditions in a

situation. The methods involved range from the survey which describes the status quo,

the correlation study which investigates the relationship between variables, to

developmental studies which seek to determine changes over time.

Population and Sampling Procedure

The probable respondents of the study will be the Sales Leader of Avon Bayanan

branch. It will focus on determining the performance of their sales.

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The respondents choose purposive sampling procedure by choosing the 20 top

sales leaders in Avon Bayanan

Data Gathering Instrument

The researcher will seek approval to conduct the study. The validated

questionnaire will be distributed to 20 respondents in Avon Bayanan and could be

requested to answer in their most convenient time. After one week, the answered

questionnaire will be retrieved by the researcher and 99% retrieved was noted

Research Instrument

The researcher used survey questionnaire for gathering data. This information was

used because it collects data faster than any other method.

The researcher used the Likert Scale below to measure the degree of the answer of

the respondents whether Strongly Agree, Agree, Neutral, Disagree and Strongly Disagree

depending on the equivalent range.

Scale Range Descriptive Rate

5 4.50- above Strongly Agree

4 3.50-4.49 Agree

3 2.50-3.49 Neutral

2 1.50-2.49 Disagree

1 1.49- below Strongly Disagree

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Statistical Tools Used

The researchers will employ the following statistical tools in order to come up

with justifiable analysis and interpretation:

1. Percentage- the measure to response as a percentage of number of samples and

how to show the relationships between two or more magnitude.

Formula:

P =f/n*100%

Where:

P= percentage

F=frequency

N=total of samples

2 .Weighted mean- a measure of central tendency ad was used to determine the

weighted average of the responses.

Formula:

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Where:

= weight mean

F = frequency

X = weight average

N = total no. respondents

3. Pearson-r- is use to determine the significant relationship between the effect of

marketing strategy of Avon Bayanan on the sales of the company

Formula:

r= N (Σxy) – (Σx) (Σy)

[nΣx²-(Σx)²] [nΣy²-(Σy)²]

Where:

x = First variable

y = Second Variable

xy = Product of the first and second variable

∑ = Summation of

∑ = Summation of

N = number of samples

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To interpret the correlation value (r) obtain, the following classification can be applied:

Range of Values Interpretation

+ - 1.00 Perfect positive (+) / negative (-)

+ - .91 - .99 Very high and reliable relationship

+ - .71 - .90 High positive correlation

+ - .41 - .70 Moderate correlation significant

relationship

+ - .21 - .40 Slightly correlated, valuable but low

relationship

+ - .01 - .20 Slightly correlated, valuable but almost

negligible relationship

+ - 0.00 No correlation

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Chapter 4

PRESENTATION, ANALYSIS AND INTERPRETATION OF DATA

This chapter presents the data obtained from the responses of the sales leader of

Avon Bayanan. The data were organized, analyzed and presented in summarized form.

Question1. What is the demographic profile of the respondents?

1.1 Age

Table 1.1

Distribution of Respondents Profile in Relation to Age

Age Frequency Percentage

43 and above 12 60%

37-42 2 10%

31-36 6 30%

25-30 0 0%

19-24 0 0%

Total 20 100%

Average Age 43.7

The Table 1.1 presents the age distribution of the respondents. It shows that the average

age ranges to 44 years old. 6 respondents or 30 percent got the age ranging from 31-36

years; 2 respondents or 10 percent got the age of 37-42 years. It implies that most of the

respondents were matured enough to sustain their corresponding needs not only for own

sake but also for their family.

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1.2 Gender

Table 1.2

Distribution of Respondents People in Relation to their Gender

Gender Frequency Percentage

Male 0 0%

Female 20 100%

Total 20 100%

Table 1.2 presents the gender distribution of the respondents. It shows that 20

respondents or 100 percent are female. It implies that female has greatest interest in

selling and has great ability in selling.

1.3 Civil Status

Civil status Frequency Percentage

Single 5 25%

Married 14 70%

Separated 0 0

Widowed 1 5%

Total 20 100%

Table 1.3

Distribution of the Respondents Profile in Relation to their Civil Status

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Table 1.3 presents the civil status distribution of the respondents. It shows that 14

respondents or 70 percent are married. It implies that married woman is more persevere

to earn money because of the numerous expenses for day to day cost of living.

1.4 Educational Attainment

Highest Educational

Attainment

Frequency Percentage

Elementary 0 0

High School 5 25%

College 12 60%

Masteral Degree 0 0

Others: vocational 3 15%

Total 20 100%

Table 1.4

Distribution of the Respondents Profile in Relation to Educational Attainment

Table 1.4 presents the highest educational attainment of the respondents. It shows that 12

respondents or 60 percent are able to study in college. It implies that college graduate is

interested on being a sales leader than being an ordinary dealer because they acquired

skills and knowledge needed to influence other people.

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Question No. 2 What are the Marketing Strategy of Avon Bayanan ?

Table 2

Distribution of the Respondents to the Marketing Strategy

Marketing Strategy Weighted Mean

Descriptive Rate

2.1 Pricing Strategy

The price of cosmetics are affordable 4.75 Strongly Agree

The price of intimate apparel is affordable 4.60 Strongly Agree

The price of health and fitness are affordable 4.05 Agree

The price of alliance product are affordable 3.25 Neutral

Weighted Mean 4.16 Agree2.1 Location of the Branch

Avon Bayanan Branch, is accessible to dealers 4.3 Agree

The location is near our house 3.75 Agree

The ambiance of the place is relaxing 4.0 Agree

The place is clean 4.55 Strongly Agree

Weighted Mean 4.15 Agree2.3 Promotion Strategy

Introducing infant products attracted new customer 3.6 Agree

Raffle draw contest encourage my recruit and customers to

buy more

4.4 Agree

Free membership attracts new customer and recruit 4.6 Strongly Agree

Discounted Coupons motivates my dealer to purchase

more

4.55 Strongly Agree

Weighted Mean 4.29 Agree2.4 Modern Technology Used

Social Network help me to communicate with my dealer 3.95 Agree

Website of Avon is useful tool to show catalog 4.2 Agree

Seminars in DVD is a useful tool in my personal selling 4.0 Agree

TV Advertisement help me to promote Avon products 4.5 Strongly Agree

Weighted Mean 4.16 Agree

Grand Weighted Mean 4.19 Agree

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Legend:

Scale Range Descriptive Rate

5 4.50- above Strongly Agree

4 3.50-4.49 Agree

3 2.50-3.49 Neutral

2. 1.50-2.49 Disagree

1 1.49- below Strongly Disagree

The above table shows that the weighted mean obtained by the respondents in

relation to pricing strategy is 4.16 which fall on a descriptive rating of Agree. So

therefore it implied that the product is very affordable for the sales leader or clients.

In addition, with regards to the location, the above table shows that the weighted

mean obtained is 4.15 which fall on a descriptive rating of Agree. It further employed

that the location of the branch is accessible and relaxing because it is clean and easy to

locate on the part of the respondents.

As regards to the promotion of the company the above table shows that the

weighted mean obtained is 4.29 which fall in the descriptive rating of Agree. It further

conclude that strategies like raffle draw contest, free membership, discounted coupons

and introducing new product line encourages the respondents’ customers to purchase

more of the company’s products.

In addition, with regards to the modern technology used by the company shows

that the weighted mean obtained is 4.16 which fall on the descriptive rating of Agree. So

therefore it stated that most of the respondents find it more convenient to reach out to

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their customers through the use of the internet. Also, the television advertisement, and

seminars in DVD help in promoting the product of the company.

So therefore the obtained grand weighted mean of 4.19 which falls to the

descriptive rating of Agree the respondents agrees with the strategies used by the

company and motivates the respondents to sell more and therefore satisfies the customer.

Question No. 3 To what extent these Strategies Affect Sales Performance?

Table 3.0

Distribution of Respondent in Relation to Sales Performance

5 4 3 2 1 Weighted Mean

Descriptive Rate

Trainings and Seminars provided by the company is helpful in my personal selling

80 16 0 0 0 4.8 Strongly Agree

Discounts and Incentives given by the company encourage me to sell more

60 32 0 0 0 4.6 Strongly Agree

Paying on time helps me to improve my sales

85 12 0 0 0 4.85 Strongly Agree

Sales quota challenges me recruit more 50 24 12 0 0 4.3 Agree

Grand Weighted Mean 4.64 Strongly Agree

Legend:

Scale Range Descriptive Rate

5 4.50- above Strongly Agree

4 3.50-4.49 Agree

3 2.50-3.49 Neutral

2. 1.50-2.49 Disagree

1 1.49- below Strongly Disagree

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Table 3.0 shows that the obtained grand weighted mean of 4.64 which falls to the

descriptive rating of Strongly Agree implied that trainings and incentive motivates the

respondents to increase sales which will in return improve their sales performance.

Question No. 4 Is there a Significant Relationship between the Marketing Strategy and

Sales Performance of Avon Bayanan?

Marketing Strategies Sales

Performance x² y² xy

x Weighted

Mean (x)

y Weighted

Mean (y)

Price 4.16 y¹ 4.8 17.31 23.04 19.97

Location 4.15 y² 4.6 17.22 21.16 19.09

Promotion 4.29 y³ 4.85 18.40 23.52 20.81

Modern

Technology

4.16 y4 4.3 17.31 18.49 17.89

Σx= 16.76 Σy= 18.55 Σx²=70.24 Σy²=86.21 Σxy=77.76

r = 0.99

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Legend:

Range of Values Interpretation

+ - 1.00 Perfect Positive (+)/ negative (-) correlation

+ - 0.91-0.99 Very high and reliable relationship

+ - 0.71-0.90 High positive correlation

+ - 0.41-0.70 Moderate correlation, significant relationship

+ - 0.21-0.40 Slightly correlated, valuable but low relationship

+ - 0.01-0.20 Slightly correlated, valuable but negligible

relationship

+ - 0.00 No correlation

Table 4.0 shows that the correlation value obtained by the respondents is 0.99

which means that there is very high and reliable relationship between the marketing

strategies practiced by the company that greatly affects the sales performance of the sales

leader. It implies that if the sales leader is satisfied with the products and services of the

company they will speak favorably about it to the right people at the right time and place.

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Chapter 5

SUMMARY, FINDINGS, CONCLUSION AND RECOMMENDATION

This section presents the summary of all the findings gathered by the researcher.

It also includes the conclusions drawn and the recommendation provided by the

researcher.

Summary

This chapter summarizes all the findings of the study or Marketing Strategies of

Avon Bayanan Branch in relation to Sales Performance.

The researchers intended to answer the following problems.

1. What is the demographic profile of the respondents I terms of:

a. Age

b. Gender

c. Civil Status

d. Educational Attainment

2. What marketing strategies are implemented to achieve effective sales

performance?

a. Pricing Strategy

b. Location

c. Promotion

d. Modern Technology

3. To what extent these strategies affect Sales Performance?

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4. Is there a significance relationship between the marketing strategy of Avon

Bayanan Branch and its sales performance?

To answer the problems, the researchers gathered data from the Top 20

Sales Leader of Avon Bayanan Branch.

The survey questionnaires were distributed to the respondents who

answered each of the items as completely as possible. The questionnaires were

then collected, tallied and collated. The retrieval rate was 100%.

In answering the questionnaires, the respondents made used of the Likert

Scale and corresponding weighted mean was then computed. Based on the results

all data were presented accurately using graph, tables, interpreted and analyzed in

the context of how the research study was undertaken.

Findings

After completing the study the researchers came up with the following findings.

1. Findings on the Demographic Profile of the Respondents

1.1 Most of the respondents fell on the age ranging from 43 and above. About

12 got the percentage of 60%,about 6 got the percentage of 30% were ages

31-36, about 2 got the percentage of 10% or respondents were ages 37-42.

1.2 All of the respondents were female or 100% of the respondents.

1.3 About 25% or 5 were single, 70% or 14 of the respondents were married,

5% or 1 of the respondents is widowed.

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1.4 About 60% or 12 of the respondents experienced college, 25% or 5

respondents graduated in high school and 15% or 3 of the respondents

graduated in vocational courses.

2. In terms of Marketing Strategies

2.1 About 13 respondents or 65% of the respondents are strongly agreed that

the intimate apparel is affordable. It implies that intimate apparel is one of

the best selling of Avon. 13 respondents or 65% of the respondents are

strongly agreed that the intimate apparel is affordable. It implies that

intimate apparel is one of the best selling of Avon. There are 15% who are

agreeing that the price of health and fitness are affordable. 40% of the

respondents agree that the price of alliance product is affordable.

2.2 About 10 respondents or 50% of the respondents are strongly agreed that

Avon Bayanan is accessible to dealers since it is located in the highway. 7

respondents or 35% of the respondents are agree and has a neutral decision

that the location is near to their house, since that they live on different

places. 9 respondents or 45% of the respondents are agreeing that Avon can

provide a relaxing place because of its air-conditioned room. 11 respondents

or 55% of the respondents strongly agree that the place is clean.

2.3 About 50% of the respondents are agreeing that introducing infant products

are helpful in attracting customer since it is a new product. 12 respondents

or 60% of the respondents are strongly agreed that raffle draw encourage

customers to buy more. 13 respondents or 65% of the respondents are

strongly agree that free membership attracts customer and recruit. 12

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respondents and 60% of the respondents are strongly agreed that discounted

coupons motivate the dealer to purchase more.

2.4 10 respondents or 50% of the respondents are agreeing that social network

helps to communicate with their dealer, since social network is the trend in

communication today. 9 respondents or 45% of the respondents are strongly

agreed that the website of Avon is a useful tool to show catalog. 9

respondents or 45% of the respondents are agree that using DVD is a useful

tool for conducting seminars, since not everyone is available to attend the

seminar. 13 respondents or 65% of the respondents are strongly agreed that

TV advertisement helps to promote Avon products since TV advertisement

is an effective promotion of products.

3. In terms of Sales Performance

About 80% or 16 or the respondents strongly agreed that trainings and seminars

are helpful in personal selling. 12 respondents or 60% of the respondents are

strongly agreed that discounts and incentives encourage the sales leader to sell

more. About 80% or 17 of the respondents agreed that paying on time helps them

to improve their sales since having a past due is a bad record to a sales leader. 10

respondents or 50% of the respondents are strongly agreed that meeting their sales

quota is a challenge to them.

4. Significant Relationship

The correlation value obtained by the respondents is 0.99 which mean that there is

very high and reliable relationship between the marketing strategies practiced by

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the company that greatly affects the sales performance of the sales leader. It

implies that if the sales leader is satisfied with the products and services of the

company they will speak favorably about it to the right people at the right time

and place.

Conclusion

After the data were collected and interpreted, these are the conclusions drawn by the

researcher.

1. All of the Top 20 Sales Leader for the month of August was female.

2. All of the respondents fell on the age of 30 and above.

3. Most of the respondents was able to finish secondary education and some of them

experienced tertiary education

4. Based on the average weighted mean of pricing strategy, the price is acceptable to

the respondents.

5. Based on the average weighted mean of location strategy, the place is accessible

to the respondents

6. Based on the average weighted mean of promotion strategy, the strategy used by

the company are effective on the perception of the sales leader.

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7. Based on the average weighted mean of modern technology, the used of television

as a tool for promotion is useful on the perception of the sales leader.

8. Social networking is not so effective tool in communicating with their customers.

9. There is a significant relationship between the marketing strategy of Avon

Bayanan and sales performance.

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Recommendation

These are the recommendation drawn by the researchers.

1. The price of the cosmetics and intimate apparel must continue throughout the

business.

2. Based on the average mean, alliance product are expensive for the respondents, so

there is a need to adjust the price of those products

3. The cleanliness and orderliness of the vicinity of the company should be

maintained.

4. There is a need to focus on promoting new products to attract more customers.

5. Having raffle draws, discounted coupons and free membership should be

practiced throughout the business.

6. Since social networking is not so effective tool in communicating with their

customers, the company should provide another way.

7. Showing products of Avon in a website is of great use for the respondents so

continuing and improving this website will increase the sales of Avon Company.

8. Television advertisement should be aired regularly for the awareness of new

products of the company.

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