To observe the nature and setup of the organization so as to determine the performance level of the sales managers and how they carry out their marketing functions by laying emphasis on communications.
How does communication help the sales managers to plan and implement the sales strategies?
The method applied for this research based on Causal-Comparison as it investigates a cause and effect relationship between two or more variables, (here the communication process from the marketing department in association to increasing the productivity of the salespersons.
SELECTION OF THE INDUSTRY
In today’s time the franchise companies have increased to a great extent. People are seen going to all these outlets so as to have a decent meal if nothing is cooked at home. Basically there are no set sales forces to serve these outlets but are seen as sales force themselves.
SELECTION OF THE COMPANY
The companies that the research team has chosen consist of MCDONALD’S, PIZZA HUT and KFC, three franchise companies that provide food for the masses to enjoy.
For each of the contacts the researchers had to call the companies who have bought the franchises in Pakistan, which are Cupola for KFC, Siza Foods (Private) Limited for McDonalds and MCR (Pvt.) Ltd for Pizza Hut. All three companies could not provide the sales related information that was required since all the sales are planned and made by the numerous outlets, owned by the above-mentioned companies, only. So that portion of information has been provided by the restaurant managers of numerous outlets that were called upon and visited for the interviews.
As the main head offices could not disclose the information apart from Pizza Hut whose main office is on Shaheed-e-Millat Road, no appointments where required to be made as such as the research team members could go anytime to get the information required by the restaurant managers.
McDonald's is the largest and best-known global food retailer with more than 30,000 restaurants in 121 countries. Yet on any day, even as the market leader, McDonalds serves less than one percent of the world’s population. McDonald's Pakistan is part of Lakson Group of Companies that is a leading business house in Pakistan. The first restaurant by this group was opened in September 1998 in Lahore. Karachi opened its first restaurant a week after Lahore and met with an enthusiastic response.
Pizza Hut opened its first Branch here in 1993 and can be called the first franchised organization to have the opportunity to open its branch here followed later by Wimpy’s that closed a few months after its opening and finally KFC and McDonalds.
KFC opened its first outlet at the Aladdin Water and Amusement Park and after its major success with the varieties of great chicken being provided opened 16 other outlets for the customers to enjoy.
Keeping these three companies in mind a full introduction is provided complete with the organizing of the sales efforts made such as the horizontal and vertical organization, how communication is carried out the sales territories and the quotas set.
McDonald's is the largest and best-known global food retailer with more than 30,000 restaurants in 121 countries. Yet on any day, even as the market leader, McDonalds serves less than one percent of the world’s population. The outstanding brand recognition, experienced management, high quality food, site development expertise, advanced operational systems and unique global infrastructure ensure a position that enables the capitalization on global opportunities. The main aim of McDonald’s is to expand its leadership position through its great tasting food, superior service, every day value and convenience.
VISION AT McDonald’s
The vision of McDonald’s is to be the best quick service restaurant in the world. Therefore...