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DRIVE-SPRING
2014
PROGRAMMBADS
(SEM 3/SEM 5) MBAFLEX/ MBAN2 (SEM 3) PGDMMN (SEM 1)
SUBJECT
CODE & NAME-MK0010- Sales, Distribution and Supply Chain Management
BK
ID-B1721
CREDIT
& MARKS-4 Credits, 60 marks
Q1
When one member of distribution channel tries to maximize its profits at the
expense of rest of the members, it will create conflicts, resulting in the
decline of profits. To avoid these conflicts, now retail firms have started
forming vertical Marketing systems (VMS). Explain the three types of VMS
through which goods and services are usually distributed to customers.
(Definition
of VMS, Three types of VMS)2, 8
Answer.
Vertical
Marketing systems (VMS)
A Vertical Marketing System (VMS)
is a system in
which almost all the members of distribution channel such as manufacturers,
wholesalers and retailers work together to satisfy human needs and wants by
facilitating the smooth flow of goods and services from manufacturer to the
ultimate consumer. In traditional marketing system,
Q2
Define Aggregate Planning and its strategies to meet demand and supply.
(Definition
of Aggregate planning, Strategies used in Aggregate planning (Chase, Level
& Mixed))3, 7
Answer.
Aggregate
planning
One important strategy used in
planning demand and supply is called Aggregate Planning. The aggregate plan is
a demand management tool that allocates resources optimally relating both
direct and derived demand such that there
Q3
An organization needs to be extremely cautious in making investments in various
types of inventories. The extent of control required to be maintained on all
items is not the same. Explain some important tools of Inventory management
like ABC analysis, Just-In-Time & Economic order quantity model.
(Definition
of Inventory and Inventory Management, ABC analysis, Just-In-Time & Economic
Order Quantity Model) 3, 7
Answer.
Inventory
and Inventory Management
Inventory
The term ‘inventory’ means any
stock of direct or indirect material (raw materials or finished items or both)
stocked in order to meet the expected and the unexpected demands in the future.
Q4
Explain the SCOR model with a diagrammatic representation.
(SCOR
model, Focusing Aspects with diagram)5, 5
Answer.
SCOR
model
The SCOR model is used to
understand simple or complex supply chains through a common set of terms.
Consequently, different industries can be related to each other to interpret
any supply chain. SCOR is based on five unique management methods. These are:
Plan, Source, Make, Deliver and Return.
Q5
Explain the challenges faced by International Sales Manager.
(Listing
of challenges faced by International manager)10
Answer.
Challenges
faced by International manager
The challenges faced by sales
managers while doing business abroad are as follows:
(i) Language Barriers: One of the foremost challenges
faced by international sales managers is the language barrier. Every manager
would like to go to abroad and serve organizations but due to language
differences, they are not able to produce results. It happens because you being
a sales manager you may be capable of doing your job but
Q6
Describe the supply chain Benchmarking Procedure.
(Definition
of Benchmarking, Procedure for supply chain benchmarking)2, 8
Answer.
Benchmarking
Benchmarking has been used
variedly to refer to several activities. Several definitions have described as
‘benchmarking’. Some of these definitions are discussed to emphasize the
diversity:
•
‘A
continuous systematic process for evaluating the products, services and work of
organizations that are
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