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Log InYour team has just launched a new product but there's not much interest in it. What would you do?
Why This Is Asked
Unilever wants to see if you can diagnose a sales problem methodically and take initiative with limited resources, as brand managers often face underperforming launches early in their career.
General Approach
Acknowledge the scenario calmly, then walk through a structured analysis: identify the issue (e.g., distribution, promotion, or product), propose concrete steps, and tie each to a measurable outcome. End with a realistic result.
Sample STAR Answer▾
Situation
During my previous role as a Brand Assistant at a local FMCG company, we launched a new powdered drink mix that barely sold 500 units in the first two weeks, far below our target of 5,000.
Task
I needed to identify why the product was not gaining traction and execute a rapid turnaround plan within one month to salvage the launch.
Action
I first analyzed store-level sales data and found the product was placed on bottom shelves, so I negotiated with three key supermarket chains to move it to end-cap displays. I then created a simple taste-test promotion using a single booth per store, staffed by our merchandisers, and ran a social media contest on Facebook with a low-cost prize. Finally, I adjusted our messaging to highlight the drink as a 'sulit and healthy' alternative, based on customer feedback we collected from those booths.
Result
Within three weeks, weekly sales grew to 1,200 units, and we reduced our initial inventory loss by 40 percent, convincing our manager to keep the product on shelves for another quarter.
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