Task 3: McDonald's Marketing Research and Sales Integration Analysis

This report analyzes the integrated marketing and sales functions at McDonald's Singapore, focusing on lead generation, brand awareness, and the roles of marketing and sales teams. It explores how McDonald's uses advertising, promotional campaigns, and collateral materials to create customer awareness and drive sales. The report details the process of lead scoring, where marketing personnel rate leads based on their potential to purchase, and highlights the importance of salespeople voicing customer ideas. It also touches upon the Qualifications and Credit Framework (QCF) for sales managers and the use of marketing research and sales forecasting. The assignment emphasizes the need for an integrated approach where sales and marketing teams work together to nurture prospective customers and build brand loyalty.

ISMM Model assignment U502 Understanding the integrated functions of sales and marketing-
Task 3
Name:
Student Number:
Word count:
Name of the course:
Tutor name:
“TASK 3: MAKING THE MOST OF MARKETING
RESEARCH”
(A PROJECT BRIEF)
(McDonald Inc. at Singapore)
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ISMM Model assignment U502 Understanding the integrated functions of sales and marketing-
Task 3
Sales and marketing is the process of generating the awareness within a prospective customer and
this is the theory by which that person will be converted to the actual customer who actually
purchase the company’s by-products as well as it involves both in case of marketing as well as
sales teams within the company.
In case of McDonald Corporation, the process of integrated marketing and sales activities includes
much creativity in advertisement as well as in promotional campaigns which usually creates for
participating in trade shows and also prepares the collateral. That collateral is the printed or it is
the digital material salespeople which are used to support the message. This may consist of
position papers, clinical studies, brochures, case studies, market studies or other documents.
Traditionally, the firms are used for marketing groups for creating the awareness of the offerings
as well as the brand names through the advertising. The brand awareness provides many
opportunities for sales persons (Kotler & Keller, 2009).
On the other hand, within McDonald Inc. the marketing groups also help their firms’ sales people
to improve the conversation ratios through scoring through lead generation. The lead generation is
thus a process in which the marketing personnel can rate the leads which is indicating whether the
lead is hot i.e. ready to buy or not or warm i.e. they are going to buy soon and also cold i.e. they
are interested but there is no immediate plan for purchasing the company’s product. Also the lead
scoring is another function of asking questions in which the potential purchaser while visiting the
website downloads the case studies provided there to know how the product will be solved the
certain issues for the customer or the purchaser. The follow-up links are provided in company’s
website clicked to watch the online demo in case to offer the significant amount of interest for the
product (Kolowich, 2017).
However, Salespeople for McDonald Inc. are more responsible for the voicing of their customers’
ideas in case to concern the other members for the organisation. For the marketing managers who
is going for creating collateral or educating them to know what they need and also want to know
the way of information.
This study document thus provided that brief knowledge about the integrated system of marketing
and sales in a very concise way. It is thus followed that a company is needed to have an integrated
marketing as well as the sales program where the sales and marketing teams are working together
for taking care with prospective customer with initial awareness for becoming the loyal customer.
In this concept, the Qualifications and Credit Framework (QCF) is the basic framework to the
established or aspiring regional sales managers, account managers or the regional or key account
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ISMM Model assignment U502 Understanding the integrated functions of sales and marketing-
Task 3
managers or the sales managers. This study guide is thus devoted to them for enriching with the
concept of ethical sales practices as well as the law related to the sales marketing strategy where it
has been supported various sales function. Also the use of marketing research as well as the
analysis of forecasting with related to the sales targets and the procedures to achieve that (ISMM,
2011).
WORKS CITED
ISMM. (2011). ISMM-Study-Guide-for-L5-U502-Understanding-the-Integrated-Functions-of-
Sales-and-Marketing.pdf. ISMM.
Kolowich, L. (2017, 01 25). Lead Generation: A Beginner's Guide to Generating Business Leads
the Inbound Way. Retrieved from https://blog.hubspot.com:
https://blog.hubspot.com/marketing/beginner-inbound-lead-generation-guide-ht
Kotler, P., & Keller, K. L. (2009). Marketing Management, 13th Edition. New York: Pearson
Prentice.
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