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DRIVE-SUMMER 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. 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
Q2. Explain the recent trends in
Sales Management. (Definition of sales management, trends in sales management)
2, 8
Answer:
Definition of sales management
Goods
were produced either only after receiving the sufficient orders or for which
sufficient demand existed. Further, there existed little or no competition in
those days. But in the modern days, sales and
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Q3.Briefly discuss about the nature
and responsibilities of a Sales manager. (Goal setting, Planning and budgeting,
Organizing and implementing, Controlling and evaluating) 3, 3, 2, 2
Answer:
Goal Setting
The role of the sales manager in
goal setting can broadly be classified into two areas:
•
Role
played in supporting the organizational goal setting
•
Role
played in enumerating the goals of the sales force
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. 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
Q6. 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.
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