ITC Sales & Marketing Interview Questions, Process, and Tips

Situation based GD to select a leader consensually.

a, All members were given 1 pager case depicting the situation of a plane crash and the character
sketches of 5 persons out of which we had to
choose one leader.

b, Arriving at Consensus was mandated in the
beginning.

Q1. Tell us about yourself(emphasis on family background).
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Q2. ITC has Engage perfume range coming up. Estimate the number of premium perfume bottles sold in Lucknow.
Ans. 
The estimated number of premium perfume bottles sold in Lucknow for ITC's Engage range is currently unavailable.
• Without access to sales data, it is impossible to estimate the number of bottles sold.

• Factors such as marketing, pricing, and competition can all impact sales.

• ITC's previous sales data for similar products and Lucknow's market trends could provide insight.

• Conducting market research and surveys could also help
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Q3. Why ITC?
Ans. 
ITC is a leading conglomerate with a diverse portfolio and a strong focus on sustainability.
• ITC has a strong presence in multiple industries such as FMCG, hospitality, paperboards, and packaging.

• The company has a reputation for innovation and sustainability, with a focus on reducing its carbon footprint and promoting responsible sourcing.

• ITC's commitment to social responsibility is reflected in its various initiatives,...read more
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Q4. What are the new trends in FMCG sector?
Ans. 
Increased focus on health and wellness, e-commerce, sustainability, and personalization.
• Health and wellness products are gaining popularity due to the pandemic.

• E-commerce is becoming more important as consumers shift towards online shopping.

• Sustainability is a growing concern among consumers, leading to increased demand for eco-friendly products and packaging.

• Personalization is becoming more prevalent as companies use ...read more
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Q5. How is societal marketing relevant to the consumers?
Ans. 
Societal marketing focuses on meeting the needs of consumers while also addressing social issues and concerns.
• Societal marketing aims to create a positive impact on society and the environment

• It helps consumers make informed decisions about products and services

• Examples include companies promoting eco-friendly products or supporting social causes

• Societal marketing can also improve brand reputation and customer loyalty
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Q6. Any situation of conflict faced and your actions in response to it?
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Q7. How do you feel about ITC creating value on one hand and selling cigarettes on the other?
Ans. 
ITC's value creation and cigarette sales are two separate aspects of their business model.
• ITC is a diversified conglomerate with multiple business verticals

• The company's cigarette business is a major revenue generator

• ITC has also been focusing on creating value through sustainable practices and CSR initiatives

• The two aspects of the business are not mutually exclusive and can coexist

• ITC's value creation efforts can also...read more
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Logical, Quantitative questions asked

In groups of 10-15, picked the most talkative and loudest.

Q1. Asked about background, selling to D2C and B2C
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Q2. It was a stress interview so kept interrupting while answering
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The situation was to rank employees of a company in descending order of their priority to receive the company's housing facility. There were 6 characters in the situation, with different living conditions. We had to decide the rank based on various parameters - experience in the company, monetary situation, need for their quick response in the company campus. The moderators were looking for people to lead the GD in a structured fashion, with detailed discussion on each of the characters.

Q1. Tell us something about yourself.
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Q2. Tell me the last two significant changes that you took up.
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Q3. Why not continue with a tech company when you have a strong tech background? Why FMCG?
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Q4. Do you know that cigarettes are a big part of ITC's business? What are your thoughts on selling cigarettes?
Ans. 
ITC's business includes cigarettes. Thoughts on selling them?
• I am aware of ITC's business and their involvement in the cigarette industry

• As a sales and marketing professional, my job is to promote and sell the products of the company I work for

• However, I also understand the health risks associated with smoking and the ethical concerns surrounding the sale of cigarettes

• It is important to strike a balance between busines...read more
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Q5. How would you sell premium cigarettes in small paan shops in Tamil Nadu?
Ans. 
To sell premium cigarettes in small paan shops in Tamil Nadu, we need to focus on the quality and exclusivity of the product.
• Highlight the premium quality of the cigarettes and how they are different from regular cigarettes

• Offer exclusive deals and discounts to the paan shop owners to encourage them to stock the product

• Conduct tastings and samplings to allow customers to try the product before purchasing

• Create a buzz a...read more
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Q6. How would you ensure sales of premium soaps in small shops?
Ans. 
By building relationships with shop owners and offering incentives for promoting premium soaps.
• Establish a rapport with small shop owners and educate them on the benefits of premium soaps.

• Offer discounts or promotions for the shop owners to promote the premium soaps to their customers.

• Provide attractive displays and signage to draw attention to the premium soaps.

• Host in-store events or demonstrations to showcase the qu...read more
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Q7. Do you know of our new launches?
Ans. 
Yes, I am aware of your new launches.
• I have been keeping up with your company's news and updates.

• I have also done some research on your website and social media pages.

• I am particularly interested in your new product line for the upcoming season.

• I believe these new launches will help your company stay ahead of the competition.
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Q8. Prepare up with a product launch plan for the milkshake.
Ans. 
Launch a new milkshake product with a targeted marketing campaign and strategic partnerships.
• Conduct market research to identify target audience and preferences

• Develop unique flavors and packaging to stand out in the market

• Partner with popular cafes and restaurants to offer the milkshake on their menu

• Create a social media campaign with influencers and user-generated content

• Offer promotions and discounts to encourage tr
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Q9. Tell me an ITC product that you use.
Ans. 
I use ITC's Sunfeast Dark Fantasy biscuits.
• I love the rich chocolate flavor and the crunchy texture.

• They are perfect for snacking or as a dessert.

• I often buy them in bulk to share with my colleagues at work.

• They are widely available in supermarkets and online stores.
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Q10. Do you know the price of your deodorant?
Ans. 
Yes, the price of my deodorant is $3.99.
• The price of my deodorant is $3.99

• I purchase it from my local drugstore

• It is a popular brand and scent

• The price may vary depending on the store and location
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Q11. How would you sell Engage Deodorant in a Paan shop in Indiranagar (a posh Bangalore area)?
Ans. 
Engage Deodorant - Stay fresh and confident all day long!
• Highlight the long-lasting fragrance of Engage Deodorant

• Emphasize the importance of smelling good in a posh area like Indiranagar

• Offer a special discount or combo offer for customers who buy paan and Engage Deodorant together

• Display the product prominently near the cash counter to catch the customer's eye

• Use attractive packaging and branding to make the product s
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Q12. Why don't you tell me a word or a phrase that describes ITC for you?
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1. Case Discussion (8-10 participants, 3 evaluators, 20 minutes for reading and discussion combined, no cap on reading time).

2. The case discusses about a person who dies due to negligence of multiple parties involved.

3.Firstly we had to rank the responsible parties individually and then form a group ranking based on our discussion and (100%) consensus.

Q1. Duration: 30-40 minutes, Panel: 1 Female, 1 Male. Tell us something about yourself.
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GD: Your airplane caught fire and you’ve landed in a forest. Rank in order things that are necessary for you and your group from 1 to 15.

Q1. General HR Questions.
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Q1. Guesstimate: No of premium shampoos sold in India.
Ans. 
Approximately 10 million premium shampoos are sold in India annually.
• Premium shampoos are typically priced higher than regular shampoos and are marketed towards a more affluent demographic.

• The Indian hair care market is estimated to be worth around $2.5 billion, with a growth rate of 18% per year.

• Major players in the Indian hair care market include Hindustan Unilever, Procter & Gamble, and L'Oreal.

• Factors that may affe...read more
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Q2. Marketing strategy: For a premium shampoo launched by ITC.
Ans. 
The marketing strategy for ITC's premium shampoo should focus on highlighting its unique features and benefits to target high-end consumers.
• Identify the target audience and their preferences

• Emphasize the premium quality and exclusive ingredients used in the shampoo

• Create a strong brand image through effective advertising and packaging

• Offer attractive discounts and promotions to encourage trial and repeat purchases

• Lever...read more
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Q1. Ready to challenges, innovative skills for team handling high targets vs achievement with motivation team
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Q2. Objection handling excellent skills
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